Silagadze: Top sales individual contributors usually make poor managers
Mike Silagadze · 20VC: Why Virtually All Companies Hire The Wrong Way, Why EdTech Is The Most Brutal Market & How To Scale Your Sales Team for Engineering Founders with Mike Sliagadze, Founder & CEO @ Top Hat · Mar 16, 2018 · at 19:09
Mike Silagadze, founder and CEO of Top Hat, shares sales management lessons and warns technical founders against automatically promoting top sales performers into management.
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“When you've got somebody who's a top rep and, you know, is clamoring for a promotion to management, more often than not, that's a bad idea. You need to figure out how to level them up and give them the opportunity for growth within the, you know, as an individual contributor. Because usually top reps don't make for good managers and vice versa.”
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