Stepping into your first sales leadership role, or aspiring to walk the beaten path from successful sales rep to leader? It’s a whole new ballgame, and not all top-performing sales reps are cut out for the challenge. In this episode of I Used to Be Crap at Sales, Mark Ackers sits down with seasoned sales veteran Alan Clark to unpack the truths every first-time sales leader needs to hear. 

Drawing on 20+ years of experience managing diverse teams at global tech giants like SAP and Sage, Alan shares candid lessons learned from his early mistakes—like why building a team of “mini-me’s” is a recipe for disaster.

Learn from Alan’s wins, like leading a SaaS company to a 10x ARR exit, and his missteps along the way, such as assuming success without consistent alignment with leadership. His personal anecdotes and practical advice provide a roadmap to navigate the often rocky path to becoming an effective sales manager.

You’ll discover why empathy in leadership is essential (but doesn’t mean being soft), how to avoid hiring biases, and the importance of digging deeper in one-on-one conversations. Alan also reveals the traits that separate top individual contributors from successful sales managers, and why failing to build trust and credibility with your team can derail your career. 

If you’re an aspiring sales manager, new to leadership, or looking to develop your sales coaching skills, this episode offers actionable advice to set you up for success. Learn how to navigate the pitfalls, lead with confidence, and turn failures into opportunities for growth. Don’t miss out—your leadership journey starts here!