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In this episode of Because of Sales, Dylan Vergara and Jake Pastick break down the real truth behind moving from individual contributor to sales leadership — and why it’s not what most people expect.

They share the biggest surprises when stepping into management, including why leadership is a completely different skill set and why you can’t “manage” someone into becoming a top performer.

The conversation also dives into how perception impacts sales success, why investing in a high-quality Zoom setup can dramatically increase your close rate, and how small upgrades can create massive ROI in your career.

They also challenge the idea that enterprise sales is the ultimate goal, unpack the realities behind high-stakes deals, and discuss alternative paths to making serious money in sales.

Finally, they break down what actually stands out on a sales resume — from door-to-door experience to athletics, military background, and leadership roles — and how to position yourself to land better opportunities.

If you’re in sales and thinking about leveling up your income, positioning, or career path, this episode is packed with real-world insights.