SRENE · Resources

For reps who want to lead

Most sales content teaches you to hit this quarter's number. Almost none of it tells you what the next job actually requires, what you have to give up to take it, or how to prove you can do it before anyone offers it to you. That is what this is.

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From Rep to Sales Leader: the skill architecture

Seven skill bands across five roles, from Inside Sales to Sales Manager. Three steps up the ladder are the same skills rebalancing. Then the job changes twice, and nearly half the manager role did not exist in any seat beneath it.

Activity & mechanics Deal craft Pipeline management Account strategy Internal orchestration People leadership Systems & operating cadence

Read the chart →

The toolbox

Four transitions, one at a time

Each one covers what moves in the mix, what you have to stop doing, what to practice from the seat you are in now, the artifact that proves it, and the questions you will actually be asked.

Transition 1

Inside Sales to SMB AE

The measurement changes underneath you. Nobody counts your dials any more, and effort stops protecting you.

Read →5 min

Transition 2

SMB AE to Mid-Market AE

One buyer becomes three. Thirty live deals is more than anyone holds in their head, and memory silently stops working.

Read →6 min

Transition 3

Mid-Market to Enterprise AE

The largest change on the IC ladder. Thirty deals become six accounts, and you start directing people who do not work for you.

Read →7 min

Transition 4 · The cliff

Enterprise AE to Sales Manager

A career change wearing the same job family's clothes. Deal craft is cut by more than half, and the work replacing it has no analog anywhere below.

Read →9 min

Tools

Two things you actually use

Both run in your browser, free and with no sign-up — your entries stay on your own device.

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The Deal Inspection Rubric

Ten questions you can ask about any deal without knowing the account. Every answer is verified, assumed, or unknown, because reps do not lose deals on the gaps they know about. They lose them on the things they were sure of that nobody ever confirmed.

Score a deal, save it, re-score weekly. Three answers carry a veto.

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The Orchestration Log

A record of every internal person you directed, what you asked for, and what you did to get it. You have been leading without authority for years and have never once been able to describe it.

Start it at Enterprise and you have four quarters of it when you interview for the manager job.

Playbooks

Long form, for the job you have now

The Prospecting Playbook

Building pipeline into named enterprise accounts when nobody is answering.

PDF →

The Enterprise Motions Playbook

Running a multi-threaded enterprise cycle from first meeting to signature.

PDF →