Do You Really Want to Manage People? A Reality Check for Ambitious High Performers

Do You Really Want to Manage a Sales Team?

A Reality Check for Ambitious High Performers

I’ve managed and hired hundreds of people over the years.

And one pattern hasn’t changed:

👉 Many top individual contributors believe management is the natural next step.

But it’s not always the right one.

Today, I spoke with a candidate interviewing for a Sales Manager role.
I asked: “What matters most to you in your next role?”

Their answer: “Money.”

That’s when the conversation shifted.

Management Is Not a Guaranteed Pay Jump

In fact, in Sales especially — it often isn’t.

As an Individual Contributor, your income is tied to your performance.

As a Manager, your income is tied to:
• The most inconsistent rep
• The newest rep
• The rep who barely hits quota
• The rep who drains your time
• The rep who resists coaching

You’re now as strong as your weakest link, not your strongest skill.

That’s a very different financial — and emotional — reality.

Many People Want the Title. Few Want the Job.

Management is not prestige — it’s responsibility.

You’re no longer measured by your own output.

You’re measured by your ability to:
• Coach
• Hire
• Develop
• Course-correct
• Motivate
• Hold people accountable

Every single day.
Consistently.
Under pressure.

If your motivation is purely financial, you might earn more — and sleep better — by staying in a high-performing IC role.

And that’s not just okay. That’s smart.

At Alder Brooks, We Keep It Honest.

We don’t push candidates into leadership roles just because it looks like a promotion.

We coach people into the right fit —
👉 The right role
👉 In the right environment
👉 For the right reasons

Sometimes, the best advice we give is this:

“You may be better off staying in a role where you control the outcome.”

Today’s candidate thanked me for the honesty.
Most people never hear it.

The Bottom Line

Management isn’t for everyone.
It’s not supposed to be.

If you want the title, understand the tradeoffs.
If you want the money, know which path actually gets you there.
And if you want to lead — truly lead — make sure it’s for the right reasons.

At Alder Brooks, our job is to make that clear —
For the company. And the candidate.

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