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AMA: RocketReach VP, Sales, Michael A. Rosenberg on Developing Your Sales Career
May 24 @ 10:00AM PST
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RocketReach VP, Sales, Michael A. Rosenberg on Developing Your Sales Career
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Michael A. Rosenberg
RocketReach VP, Sales • May 24
My favorite to ask always starts with, "Tell me a story about..." The ending can be anything from professional to personal. Tell me a story about your proudest customer win. Tell me a story about a lost opportunity that you wished you won. Tell me a story about the last vacation you went ......Read More
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Michael A. Rosenberg
RocketReach VP, Sales • May 24
I wish I could say there was a typical path but it is not often the case. If you were stay within the same company, and want to go the individual contributor (IC) track, you might view a typical career path to look something like: inbound SDR to outbound SDR to AE to Sr AE (or AM). If you w......Read More
447 Views
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Michael A. Rosenberg
RocketReach VP, Sales • May 24
In the end, the lagging indicators are what will justify a raise. They used to call it "earning your seat," referring to the physical seat you sit in. Within sales, you are either creating, winning, or keeping revenue, so those that can portray the most will typically get the increases and promot......Read More
420 Views
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What type of skill sets and experiences do I need to build in order to strengthen my career and move from being a sales manager to Director level and above?
What type of leadership career tracks do you see people continue their careers?
Michael A. Rosenberg
RocketReach VP, Sales • May 24
Strategy. That's the major difference between a Manager and Director. If you can operationalize strategy, that makes you a great manager. But if you can identify why things are or are not working, and know what to try and measure (creating a strategy), that's the makings of a great director. ......Read More
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Michael A. Rosenberg
RocketReach VP, Sales • May 24
1. Success of the product in the market, including renewal rates 2. Is it product led growth or sales led? PLG is usually preferred 3. How much turnover has there been? 4. What were and are the growth plans from a headcount perspective? 5. What's the track record of leadership? 6. Who ......Read More
412 Views
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Where do you see the future of sales heading?
What skills will a future account executives need that they don't have today?
Michael A. Rosenberg
RocketReach VP, Sales • May 24
I see 2 different places that sales is headed: 1. Do more with less. Brute force (hiring more) used to be the answer to growing sales. Now the strategy is to load up the top reps, keep them busy, and get the best from them before we even think of hiring someone else. Sales efficie......Read More
898 Views
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Michael A. Rosenberg
RocketReach VP, Sales • May 24
I avoid burnout in 3 ways: 1. Make your job easier by always having pipeline ready to go. Burnout is most common when a rep feels they need to start over, and then think that maybe they should just start over somewhere else. Always have good prospects to call, pipeline to win, or ......Read More
451 Views
1 request
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