I Chose The Red Pill

 I guess I wanted to see how deep the rabbit hole really goes... 

A promotion to management exposes you to a world that most employees never get to see. Which is both liberating and terrifying.

I felt a lot like Neo from the original Matrix movie when I made my transition from individual contributor to manager. Before I start, I would like to make a few things clear about my new administrative position:  

• My job description was not to escape the matrix.
• I didn't have a KPI (Key performance indicator) to lead a small band of rebels and wage a secret war against a legion of super-powerful agents.
• There wasn't a balanced scorecard goal to protect our very existence from being harvested to fuel the machine's campaign of dominance. 

Actually, now that I think about it... 

 Well, at least that wasn't in my offer letter. In any regard, I accepted and started my new job. Like Neo, I had much to learn and the things that I once knew, looked very different now. I was very lucky to have had leadership training, a good boss, and transparent executives; but, once I became "Management", my eyes were opened and I was able to see the world as it truly exists. 

There's a difference between walking the path and knowing the path.

I think most brand new managers feel this way once they see the 'Behind the Scenes World' of an organization for the very first time. As an individual contributor, you are solely responsible for your own results, most other decisions are made for you. Once I started strategic planning, financial budgeting, recruiting, authorizing this and approving that... I had an 'Unplugged From The Matrix' type of feeling. 

Many years have passed since I chose that red pill.  The role and expectations of inside sales professionals has certainly evolved since I was a rep. The financial crisis of 2007-2009 forced several companies to adopt a lower cost model and many found success. Since then inside sales has become a high demand profession. In fact in a recent study conducted by Anneke Seley of Reality Works and ZS Associates on inside sales in high-tech companies:     "Outside In: The Rise of the Inside Sales Team" found that,

Smaller high-tech companies and startups generate 55% of their revenue from inside teams. Meanwhile, 40% of large technology companies plan to increase their inside sales headcount by 2016.

With this type of explosive growth, there could soon be a nationwide shortage of red pills and a lot of reps taking that next big career step. When adding new management positions, many companies prefer to promote from within. Moving someone up who has been in the trenches is great for team morale, creates a career path, and the new manager brings along credibility in knowing the organization. In addition, their stand-out, individual contributions and accomplishments are recognized by the team, they will soon manage.

If you are one of theses new inside sales leaders and have recently made the jump from Rep to Manager, I think I know how you feel. It's kind of an Exhilarated-Insecurity.  You are excited about the promotion; but, you are under much more pressure to perform at a higher expectation. I bet you are probably psyched that you have already identified areas of improvement for your new team; but, are a bit unsettled with the knowledge that your income is now contingent upon them. In addition, if you haven't discovered it yet; you will soon.... That the skills you used to exceed your own targets aren’t as effective now that you’re leading a team of diverse individuals; each with their own unique styles, goals and drama. 

Remember that it's not just about you anymore. A group of people are depending on you now. Your decisions affect how they make a living. It is an awesome responsibility, one that should never be taken lightly. I'm not trying to scare you. I am trying to prepare you. Do not be afraid. - This is Zion!

All I am offering is the truth. Nothing more. - Morpheus

 A few weeks after the novelty wears off, you may start to feel uneasy about your decision. Maybe even question if you made the correct choice. I can tell you while the transition to management can be intimidating at first. I have found it to be very rewarding. 

In my career; I have turned struggling departments around, built sales teams from scratch, and scaled new organizations. Each time has been a challenge and each time I had fun along the way. While turning nothing into something is definitely exciting, my favorite part of being a manager is coaching the team, watching them grow and achieve. The thrill to win and the opportunity to help someone find success is why I go to work each day. When a rep utilizes something that you have taught them and they come out on top, it's pretty cool. Personally, I find that being the leader of the #1 team to be much more gratifying than being the #1 rep. If you are moving into your very first management position and developing others and process improvement is your passion, I think you are making a really good choice.

If I could give just one piece of advice to first time managers it would be: Become a Student of the Game.  Learn everything that you can about what it is that you do.

Do not try and bend the spoon. That is impossible. Instead only try to realize the truth. You'll see, that it is not the spoon that bends, it is only yourself. 

I'm not just talking about taking the training classes your company provides or learning every intimate detail of the ordering process. While that is certainly a piece of it, I think in order to become successful at anything, you need to feel comfortable and have a sense of certainty. 

In order to do so, you need to become the expert as it relates to your team, your industry, your competition, etc. You are a leader. Your team will look to you for counseling, instruction, and for you to be their advocate. You will need to transform yourself into the best possible example and representative for them. Ask questions, get to know your team, participate in LinkedIn discussions, take initiative, find a mentor, and Read!-Read!-Read! If you are serious and intend to be 'The One' you will have to commit, work hard, adapt, and above all else EXECUTE!  

"I know you're out there. I know that you are afraid. I don't know the future. I didn't come here to tell you how this is going to end. I came here to tell you how it's going to begin. Where we go from there is a choice I leave up to you...."