One of the biggest factors in your success as a tech seller isn’t your product, your territory, or even your skills.
It’s your manager.
And BTW, hardly anyone talks about this. On LinkedIn and in sales coaching circles, the conversation is usually about tactics, frameworks, or mindset. But when I look back on my own career, and when I talk to top sellers I’ve interviewed, the common denominator behind record quarters and massive deals isn’t just raw talent. It’s having a great manager in your corner to help you execute.
The right manager moves boulders out of your way. They get internal approvals, line up executive sponsors, and partner with you on threading big deals. They’re not just checking Salesforce hygiene, they’re in the trenches with you.
The problem? Great managers are super rare.
A lot of managers are distracted. Some are chasing their own promotions. Some are wrapped up in company politics. Some are more worried about dashboards than deals. And honestly, sometimes, you just don’t click.
So what do you do if you find yourself working under a disengaged, toxic, or flat-out bad manager?
Step 1: Set a Drop-Dead Date
Give yourself a timeline. Three months. Six months. A year. Whatever feels right. But don’t stay stuck forever. Decide at what point you’ll move on and find a leader who will help you hit your personal, financial, and career goals.
Patience matters. Always assume positive intent first. Maybe your manager has pressure from above, or something going on personally. But if it’s clear they’re not invested in your success, set a deadline for yourself and honor it.
Step 2: Control What You Can Control
Sometimes leaving isn’t an option (at least not right away) so in the meantime:
- Document everything. Get tight with your process. Keep your CRM up to date. Take detailed notes. Show you’re buttoned up.
- Over-communicate. Set agendas for every 1:1. Share updates before they ask. Don’t leave room for any misinterpretation.
- Find workarounds. Look for mentors elsewhere in the org or even among top peers. Just tread lightly so you don’t overstep.
- Be direct. If you’re not getting support, say so. Sometimes calling it out is enough to reset the relationship.
Step 3: Interview Your Next Boss, Not Just Your Next Company
Here’s the harsh truth: even when you land that “dream” manager, they might end up leaving in 6-12 months. Sales leadership turnover is brutal (the average VP of Sales lasts about 19 months).
So in interviews, don’t just evaluate the product and comp plan. Dig deep into the leadership team. Ask how they coach, how hands-on they are in deals, and how they build pipeline with their teams. Learn about them as a person too, what they read, what drives them, what they care about.
The Bottom Line
If you’re lucky enough to work with an amazing manager, squeeze every ounce of learning out of the experience. It won’t last forever, but the lessons will power you through the tougher ones.
And if you’re stuck under a bad one? Don’t wait too long. Sales is hard enough without leadership holding you back. Go find a manager who will actually get in the trenches with you, and watch what happens to your career.
Thanks for reading!
-Jesse