In this episode of the Selling SaaS Podcast, Duane Dufault discusses the misconception that being a top sales rep automatically makes someone a good sales manager. He emphasizes the importance of recognizing the differences in skill sets and mindsets required for individual contributors versus leaders responsible for managing others. He encourages companies to create clear paths for sales reps with leadership potential rather than promoting solely based on sales success. This episode shines a light on the often overlooked topic of sales leadership in the SaaS industry. According to Duane, sales leadership requires a servant-minded mentality. The primary role of a sales leader is to serve and support their sales team by removing any roadblocks that hinder their success. He emphasizes that sales reps should be able to focus primarily on talking to customers and finding opportunities to engage with more customers. It is the responsibility of the sales leader to ensure that the team can prioritize these activities by eliminating administrative tasks and other distractions. This episode also explores the distinction between managing and leading people. While managing involves monitoring behavior and adherence to goals and standards, leading is about helping individuals develop, pushing them forward, and assisting them in becoming better versions of themselves. Duane suggests that in order to transition from a sales manager to a sales leader, one must shift their mindset from managing to leading.