Insider Tips to Skyrocket Your Sales Career from SDR to AE

Transitioning from a Sales Development Representative (SDR) to an Account Executive (AE) is a significant milestone in a sales career, often accompanied by a substantial salary increase—from an average of $82K to $140K. But how do you make this leap effectively? In this newsletter, I'll share proven strategies, inspiring stories, and practical advice to help you elevate your career and achieve your goals.

Framework with Inspiring Stories

1. The Elephant in the Room Strategy

Navigating the transition to a closing role can be daunting, especially when you lack direct experience. Take Emily, for example. She candidly addressed her limited closing experience at the start of her interview, framing it as a strength. Emily highlighted her successes in lead generation and how those skills were transferable.

Her honesty and proactive approach impressed the hiring manager, leading to a job offer.

Would you rather hire someone who has their own way of doing things or hiring someone who is coachable and open to feedback? (Framing this can potentially invite FUD(Fear Uncertainty Doubt) and opens them to realizing that hiring people with a “proven” track record still has its own risks associated. Planting these seeds can help you get over the biggest hurdle because they are thinking it anyways.?

A different way, perhaps a more effective way of doing things. We always want to bring out what people are thinking anyway.

For most people, this could be "Hey, I don't think you have enough experience to do well in this role."

If they are thinking it anyway, you want to be able to address their concern so that you can move on to different things, like more productive conversations about some of the pain points your team is struggling with.

Is it morale or more technical knowledge? Even if it is company-specific knowledge, there is value from an outside perspective and diversifying different thoughts to well out the team.

Here is a link describing this in further detail.

2. Double Down on Your Secret Sauce

Everyone has unique strengths that they may overlook. For instance, James discovered through coaching that his ability to build quick rapport with clients was his secret sauce. Instead of focusing on his perceived weaknesses, he honed this skill further. This newfound confidence and clarity led to a series of successful client meetings, ultimately securing his promotion to AE.

Here a link to the video describing this in further detail.(If you want me to share more about this, post in the comments below and I will make a video and tag you in it). Share it with others if you found this to be beneficial.

3. Figuring Out Your Blind Spots

Identifying and addressing blind spots is crucial. I once struggled with organization and conflict avoidance. By working on these areas, I not only grew my business but also became a more effective leader.

Similarly, consider Sarah, who realized her tendency to overpromise. By setting more realistic expectations, she built stronger, more trustful client relationships, paving her way to an AE role. (Especially for recovering people pleasers- this is a big one for us.)

Here a link describing how to figure out what your blind spots.

4. Mentorship and Curating Community

Leveraging the power of mentorship can accelerate your growth. Take Mark's story: through our community, he connected with renowned sales coach Ian Koniak. Ian's insights on strategic planning transformed Mark’s approach, resulting in a notable performance improvement and a subsequent promotion. Engaging with mentors provides not just advice but a powerful network to support your career journey.

5. Master the Art of Interviewing

Interviewing is a critical, yet often overlooked skill. Lisa mastered this art by subscribing to specialized training and practicing intensively. She learned to tell compelling stories about her achievements, effectively showcase her skills, and handle tough questions with ease. Her polished interview performance earned her multiple offers, giving her the luxury to choose the best fit for her career advancement.

6. Proactively Campaigning for Promotions

Building relationships and demonstrating value early can set you apart when promotion opportunities arise. For example, during my tenure at LinkedIn , I made a conscious effort to build strong, strategic relationships with key stakeholders. By consistently demonstrating my value and keeping an open line of communication, I positioned myself as a top candidate long before the promotion was officially on the table. You need to network and be proactive about getting to know your future teammates, or if you are looking to transition to a different company, you need to be able to introduce yourself to the hiring manager and not be afraid to pick up the phone and call.

Conclusion

Each of these strategies can significantly impact your career progression from SDR to AE. Whether it's addressing the elephant in the room, doubling down on your unique strengths, identifying and mitigating blind spots, leveraging mentorship, mastering the art of interviewing, or proactively campaigning for promotions—each step is a part of a comprehensive framework to ensure your success.

Subscribe to my newsletter for detailed insights, actionable steps, and inspiring stories that can help you navigate your career journey and achieve your professional goals. Let's unlock your potential together!

If you want to get promoted to Account Executive in less than 6 months. Click on the link below to apply to be able to join my exclusive program/community. I only take people with the right attitude and mindset.

https://calendly.com/daring-hearts/from-sdr-to-ae?back=1&month=2024-05

Last week, I did a LinkedIn Live describing all of these in more detail, highlighting some of the pain points associated with SDRs trying to get promoted to Account Executive.