Part 5 - Stepping into a new organization as a Sales Leader can be a tough challenge.

Unless you're reconnecting with people you've worked with before, you're often entering as an unknown entity with a lot of question marks around you. You'll have many eyes on you—from team members who may have been in the role before, or even from internal candidates who applied for it. Some people may even be rooting for you to fail. ??

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This is your chance to really get to know your people and understand where they stand—are they supporters, neutral, or detractors? Focus on building relationships, learning about their personal and professional goals, and finding quick wins. It also creates a forum for open dialogue, including tough conversations. If there's tension (like an internal candidate who interviewed for the role), put it on the table and address it directly. This shows you’re transparent and not afraid to tackle difficult topics.

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This helps you build relationships with top accounts and gives your team a chance to see you in action. It’s also a chance to showcase the value you bring, both to the company and the customers.

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Figure out where your team is hitting roadblocks and where you can advocate for them. Whether it’s improving cross-functional relationships or optimizing processes, removing friction goes a long way. Just don’t overpromise. For example, if the CPQ process is broken, don’t claim you’ll fix it on Day 1. Instead, acknowledge the issue, understand the broader challenges, and create realistic solutions.

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This is where sales leaders often stumble. If you don’t invest time in understanding the product, your team won’t invite you to customer/prospect calls, and you risk losing credibility. Master the landscape so you can offer real value in conversations.

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Take the time to understand what’s already working well, and adapt your style to complement it. Change for the sake of change doesn’t win you respect.

At the end of the day, building credibility as a new sales leader is all about listening, learning, and leading with intention. By fostering strong relationships, addressing key challenges, and showing that you’re invested in the team’s success, you’ll earn trust and set the foundation for long-term impact. It’s not about making big changes right away, it’s about making the right changes and proving that you're there to support your team and drive the business forward.

Thanks for reading!!!

These experiences inspired me to create the series "Igniting Sales Leadership," where I share lessons and strategies to support new leaders in similar situations.