About this episode
The transition from closer to coach is where most new sales leaders struggle. You've put in the work, made the calls, and closed the deals. Your numbers speak for themselves. You were the rainmaker. The top dog. The one everyone pointed to as the example of what a salesperson should be. Finally, you’ve earned the promotion you've been chasing: Sales Manager. The very habits that made you successful as a top-performing rep (moving fast, working independently, and ignoring administrative tasks) can work against you in a leadership role. Your win column is no longer personal; it’s team-wide. As Kyle Jager, founder of Vendi Consulting, states in this episode of the Sales Gravy Podcast, “If you're transitioning from a sales or individual contributor into a leadership role, you probably are great at sales. But now you have to become a great leader. And that takes time. It takes practice, but it also takes some learning.” Why Most New Sales Leaders Fail Most new sales leaders crash and burn within their first 18 months. Not because they can't sell, but because no one ever taught them how to lead. They walk into the role thinking it's just sales, but with a nicer title and better commission overrides. So they default to what they know: chasing deals, staying in the weeds, and trying to be the hero. But leadership isn't about closing deals. It's about developing people. And if you don't make that shift fast, your team won't follow—and your results will suffer. Stop Being the Hero: Your New Job Description As an individual contributor, you were the hero of your own story. Pipeline looking thin? Hit the phones harder. Deal stalling? Jump in and save it. Commission check light? Work more hours. As a sales leader, your job is to make others the heroes of their stories. That means: Your success is now measured by your team's results, not yours. You’re only as good as the people you lead. You have to develop people, not just manage numbers. Your weakest performer deserves as much attention as your top gun. You become a multiplier. One great salesperson affects one quota. One great sales leader affects ten quotas, twenty quotas, or more. The Five Non-Negotiable Disciplines of Being a New Sales Leader 1. Master the Art of Sales Coaching Coaching is not cheerleading. It's not motivational speeches or rah-rah meetings. Real sales coaching is the systematic development of specific skills through observation, feedback, and practice. You cannot coach what you cannot see. Get in the field with your people. Listen to their calls. Watch their presentations. Most new sales leaders avoid this because it's time-intensive and uncomfortable. Establish a consistent coaching cadence. Hold weekly one-on-ones to dig into deals, metrics, and skills. Remember: your goal is not to create mini-versions of yourself. As a new sales leader, your goal is to help each salesperson become the best version of themselves. 2. Build and Maintain Pipeline Discipline As an individual contributor, you managed one pipeline. Now you're responsible for multiple pipelines, and pipeline discipline becomes exponentially more critical. Implement non-negotiable pipeline reviews. Weekly pipeline meetings should be sacred time where every opportunity gets analyzed. Teach your team to be ruthless about pipeline hygiene. Dead deals must be purged. Stalled opportunities need action plans or elimination. Every deal in the pipeline should have a clear next step, decision-maker involvement, and a realistic close timeline. Most importantly, never let your team's pipeline run thin. When pipeline gets weak, panic sets in, and desperate salespeople make desperate decisions. 3. Become a Hiring Machine Your success depends entirely on having the right people on your team. This means you must become obsessed with recruiting and hiring A-players. Stop hiring people you like and start hiring people who can sell. Likability doesn't close deals. Skills, drive, and coachability close deals. Develop an interview process that focuses on past performance, not potential. Ask behavioral questions that reveal how candidates have handled specific sales situations. Check references religiously—mediocre salespeople often interview well but have questionable track records. A bad hire costs you months of quota attainment, team morale, and your own credibility. Take hiring seriously or pay the price. 4. Master the Numbers That Matter You can’t improve what you don’t measure—and you can’t lead without tracking what matters. Focus on leading indicators, not lagging indicators. Revenue is a lagging indicator—it tells you what already happened. Activity metrics (calls made, emails sent, meetings scheduled) are leading indicators that predict future revenue. Track these critical metrics religiously: Activity levels (calls, emails, social touches) Conversion rates at each stage of your sales process Average deal size and sales cycle length Pipeline velocity and win rates Use these metrics to identify problems before they become crises and opportunities before your competition spots them. 5. Create a Culture of Accountability Accountability is not punishment—it's clarity. Your team needs to know exactly what's expected, when it's expected, and what happens if expectations aren't met. Establish clear performance standards and communicate them relentlessly. Your top performers want to know they're winning, and your bottom performers need to know they're losing. Hold consistent performance reviews that focus on behaviors, not just results. A salesperson might miss quota due to external factors, but missing activity targets is entirely within their control. Most importantly, follow through on consequences. Empty threats destroy credibility faster than no standards at all. As a new sales leader, clarity and consistency are your greatest leadership tools. Leadership Is a Choice, Not a Title You can keep trying to be the best rep on your team—or you can become the leader your team needs. But you can’t be both. This transition is hard. It demands new skills, new priorities, and a different definition of success. But if you commit to it, you’ll have the power to multiply your impact far beyond what any individual rep can do. Your team is watching. Your company is counting on you. Are you ready to stop being the hero and start building heroes? One of the hardest parts of sales leadership is coaching reps to make more effective outbound calls. In this Sales Gravy University course, you’ll learn a proven framework for call coaching that boosts rep performance, improves productivity, and drives more pipeline.