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A common question regarding sales career progression:

“I'm an SDR, should I go into management or an AE role next?”

Here's a take from a guy that went the AE route…

Things to Consider - The 3 C’s:

1. Control

As an AE you are responsible for your own performance. You have control over your effort and activities but you're at the mercy of someone else deciding territory, lead flow and process.

As a SDR Manager you are responsible for your team's performance. You influence people, process and strategy but you can't do the work for others.

If you want more ownership of results, consider AE.

If you want leadership development, consider SDR Manager.

2. Current Employer

It's hard to advance your career if your company isn't growing. The faster it’s growing, the more opportunity for you to move upward or laterally.

If you want a job that's stable and chill, consider an established company that's growing slowly.

If you want something fast paced, look for an earlier stage company that's growing fast.

3. Career Arc

For context, I went from SDR -> AE -> Management -> Partnerships ...

Some people find what they like early in their career and go deeper into that role... SMB -> MM -> Enterprise AE -> Manager.

My approach has been to go wide to find what I like, then go deeper into those areas. This has led to working in sales, marketing, management and now partnerships.

No right path IMO.

Takeaway:

I was an AE for 16 months before jumping into SDR management.

Your decision to walk through one door doesn't close the other.

Don’t take it from me, listen to Jeff:

Until next Thursday,

TSG

P.S. I reply to all emails.