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Why Your Best Salesperson Might Fail as a Manager
Most organizations think they have a sales problem. What they actually have is a leadership problem.
They promote the best rep, hand them a team, and watch things fall apart. Not because the person wasn't talented, but because the instincts that made them great at selling work directly against what leadership requires.
In this episode of Leading From the Front, Dr. Gary McGrath sits down with Lauren Bailey, founder of Factor 8 and #GirlsClub, who has spent over 30 years training sales managers at companies like SAP, IBM, and Google. Lauren breaks down why the transition from rep to manager is harder than most organizations prepare for, what new sales managers should actually be doing in their first 90 days, and why behavior change takes longer than any training program accounts for.
If you lead a sales team or are stepping into that role, this episode will change how you think about what the job actually demands.
Key Takeaways:
00:00 Why 50% Of New Sales Managers Fail
03:10 Why Top Reps Make Bad Managers
05:48 The Six Coachastrophes Of Sales Coaching
09:38 The Secret Every New Manager Hides
15:04 Coach The Person, Not The Deal
19:14 What To Do In Your First 90 Days
19:50 How To Build A Sales Management Cadence
26:00 Why Women Don't Apply For Leadership Roles
27:24 How To Build Confidence As A Leader
33:14 Trust Your Gut On Toxic Hires
Resources:
👉 Connect with Lauren Bailey on LinkedIn: linkedin.com/in/insidesalesadvisor
👉 Visit Factor 8: factor8.com
👉 Visit #GirlsClub: factor8.com/girlsclub-women-in-sales-leadership-training
Connect with Dr. Gary McGrath:
🌐 Website: statarius.com
💼 LinkedIn: linkedin.com/in/drgarymcgrath
Listen Next:
🎧 What Three CEO Roles Taught Matt Espe About Culture and People open.spotify.com/episode/5Ge8Fx7UcJE4IinHPame1t
🎧 The Leadership Mistake That Kills Innovation open.spotify.com/episode/5hIR4tKpWHNBwvvQFby1Uw
About the Host
Dr. Gary McGrath is the founder of Statarius, a leadership development firm focused on helping organizations turn good bosses into great leaders through compassionate accountability. Over a 40-year career spanning Fortune 500 companies, technology startups, and leadership consulting, he has trained and coached thousands of leaders across business and nonprofit organizations. His work centers on developing practical leadership frameworks that help organizations build stronger cultures and more effective leaders at every level.
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By Dr. Gary McGrath
5
1010 ratings
Most organizations think they have a sales problem. What they actually have is a leadership problem.
They promote the best rep, hand them a team, and watch things fall apart. Not because the person wasn't talented, but because the instincts that made them great at selling work directly against what leadership requires.
In this episode of Leading From the Front, Dr. Gary McGrath sits down with Lauren Bailey, founder of Factor 8 and #GirlsClub, who has spent over 30 years training sales managers at companies like SAP, IBM, and Google. Lauren breaks down why the transition from rep to manager is harder than most organizations prepare for, what new sales managers should actually be doing in their first 90 days, and why behavior change takes longer than any training program accounts for.
If you lead a sales team or are stepping into that role, this episode will change how you think about what the job actually demands.
Key Takeaways:
00:00 Why 50% Of New Sales Managers Fail
03:10 Why Top Reps Make Bad Managers
05:48 The Six Coachastrophes Of Sales Coaching
09:38 The Secret Every New Manager Hides
15:04 Coach The Person, Not The Deal
19:14 What To Do In Your First 90 Days
19:50 How To Build A Sales Management Cadence
26:00 Why Women Don't Apply For Leadership Roles
27:24 How To Build Confidence As A Leader
33:14 Trust Your Gut On Toxic Hires
Resources:
👉 Connect with Lauren Bailey on LinkedIn: linkedin.com/in/insidesalesadvisor
👉 Visit Factor 8: factor8.com
👉 Visit #GirlsClub: factor8.com/girlsclub-women-in-sales-leadership-training
Connect with Dr. Gary McGrath:
🌐 Website: statarius.com
💼 LinkedIn: linkedin.com/in/drgarymcgrath
Listen Next:
🎧 What Three CEO Roles Taught Matt Espe About Culture and People open.spotify.com/episode/5Ge8Fx7UcJE4IinHPame1t
🎧 The Leadership Mistake That Kills Innovation open.spotify.com/episode/5hIR4tKpWHNBwvvQFby1Uw
About the Host
Dr. Gary McGrath is the founder of Statarius, a leadership development firm focused on helping organizations turn good bosses into great leaders through compassionate accountability. Over a 40-year career spanning Fortune 500 companies, technology startups, and leadership consulting, he has trained and coached thousands of leaders across business and nonprofit organizations. His work centers on developing practical leadership frameworks that help organizations build stronger cultures and more effective leaders at every level.