Over the course of my career, I’ve switched gears from being an individual contributor to a leader of individual sales reps. In my early rep days, there was nothing – truly nothing – sweeter than the rush that came with winning a deal; even more so was the win of a deal that I self-sourced through strategic methods. So when I moved to my leadership role, I faced one of the same challenges many new leaders do – how to obtain that rush when all the deals would belong to one’s reps, not themselves.
