AMA: Culture Amp Senior Sales Director, Alicia Lewis on Developing Your Sales Career

The most successful AEs that I've worked with have a long list of key attributes that set them apart from the rest. These attributes include  responsiveness curiosity resilience authenticity collaboration rapport building not being afraid to fail  thriving on challenges Important tactical skills which I see in top reps are around strong sales execution behaviors. Skills such as thorough preparation, stakeholder management, ability to multi-thread, drive urgency, and create contingency plans are ...Read More

Being in sales, we experience challenges on a daily basis. One of the bigger frustrations is having a great quarter or year and then seeing the dial goes back to zero, knowing you need to start all over again. It’s what we all sign up for, but that doesn’t make it any easier of a pill to swallow. As a sales leader, one of the biggest challenges can be motivating reps to maintain consistency. Keeping reps motivated to successfully climb the mountain each quarter is not a one size fits all approac ...Read More

To be an effective sales leader, you must have strong communication skills and be driven by data and process. Strong communication, especially a coach-like mindset, is extremely important in terms of supporting reps to achieve quotas. Positive and effective communication between a leader and their reps allows for a smooth flow of information, which creates an environment that motivates the team to work towards achieving goals. More than ever, being analytical and process driven is key to creatin ...Read More

When determining whether someone should receive a pay increase, it's important to ask three key questions.  1.) Is the rep displaying the golden side of our values and behaviors?  2.) Did the rep achieve or exceed 100% of their target?  3.) Is the rep actively learning and applying lessons from their manager and sales enablement in their sales activities? The piece around values and behaviors is critical. Reps should not be eligible for a raise, no matter how much they’ve exceeded their goal, if ...Read More

One of our company’s core values is having the courage to be vulnerable. This behavior is key to being successful at Culture Amp and within a sales role. In order to better understand someone’s ability to lean into this value, I like to ask the question “What are you currently working on professionally or personally to develop yourself?” I also ask this question because the best talent never rest on their laurels. Top performers are always looking for ways to improve. The most common answers I r ...Read More