Being a manager is like having a superpower; you have the ability to inspire, motivate, and grow people. But the reality is that most of us fall into the trap of getting stuck in our offices with our heads buried in spreadsheets, tasks, and emails. It’s time to get back out there and work IN THE BUSINESS.
Let me tell you why this is important, and how it worked for me when I set aside all my duties and managed a team of 7 SDRs. Spoiler alert: despite what the “work on the business, not in the business” crowd says … we continued growing, we didn’t miss any existential threats, and our year-over-year growth streak continued.
I’ll admit that thinking of missing my weekly meetings and letting my direct reports function with less oversight was scary at first. Thankfully, I realized there was immense value in diving into the day-to-day activity and expectations of a specific department. What made this experience truly valuable was managing a team of SDRs.
It had been years since I directly managed a sales team, but it taught me how to delegate tasks effectively, provide feedback constructively, and set goals that were challenging but achievable. Taking on this role allowed me to build relationships with employees I typically wouldn’t have worked so closely with.
It also gave me an opportunity to reconnect with our customers and understand their needs beyond what surveys and reports could tell us. No amount of data or analytics can replace direct conversations with customers, and through those conversations, I was able to better recognize opportunities for improvement in our processes.
Here are some of the easy ways you can implement this within your business:
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Go through implementation/onboarding like you’re a new client
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Jump on a sales call or 2 (close a deal while you’re at it!)
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Take customer service calls
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Listen to client meetings and coach account managers
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Sit in on / run training sessions
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Audit some new hire interviews
I’m passionate about urging business leaders, directors, CEOs, and entrepreneurs alike to take time away from their typical duties and get their ass back into their business. This could mean anything from facilitating customer conversations on the frontlines or managing a special project team like I did—just don’t forget to be proactive in your approach!
Working IN the business is essential for recognizing areas of improvement, understanding customer needs better, and connecting more closely with your team members, all factors that help accelerate growth and success.
Get more insight into my time on “The Pirates” and hear from my co-hosts about growth strategies and sales hacks in Season 2, Episode 3 of The Grow Show Podcast.
