How to Manage Up as a Sales Rep: Practical Strategies for Building Strong Relationships with Your Manager
As a sales rep, you might be focused on hitting your sales targets, building relationships with clients, and making your mark in the industry. But one often-overlooked aspect of career growth is managing your relationship with your sales leader. Managing up is about building a strong, positive relationship with your manager to improve your effectiveness, career prospects, and team success. Here are some practical strategies to help you manage up and navigate your relationship with leadership.
1) Demand That the Best Strategy Win
It can be hard to disagree with your sales manager, especially if they’ve been around longer or have more experience. But don’t be afraid to challenge their strategy if you have a better idea. Doing so doesn’t mean being disrespectful; it means you are invested in finding the best path forward for the team.
If you don’t agree with your manager’s approach, challenge them! Debate your point of view in a positive, professional manner, and present your case with facts, data, and experiences to back it up. Remember, managers want to see that you’re thinking critically and contributing to the decision-making process. They’ll respect your willingness to push for what you believe is best.
2) Weigh in Calmly, Then Accept the Final Decision
You’ll eventually find yourself hearing about that you dislike. It’s ok to weigh in and explain how those decisions may affect you, your peers, or your customers. But once you've had your say, it's time to step back and let leadership make the final call. Weigh in on important decisions calmly and confidently, but once the decision is made, accept it. Managers are looking for individuals who are team players and who can go with the flow when decisions are made, even if they disagree.
This doesn’t mean you shouldn’t share your thoughts—it means you need to demonstrate maturity and professionalism in how you respond. By showing you can accept a decision without drama, you help build trust with your leadership team.
3) Show Appreciation and Recognize Their Efforts
One of the most effective ways to manage up is to make sure your manager knows you appreciate them. Managers often feel the weight of leadership and decision-making, so a simple thank you or a recognition of their hard work can go a long way.
Make it a habit to express gratitude for the support your manager provides. Acknowledge the challenges they face and recognize their efforts. This creates a positive, respectful dynamic that can make your working relationship smoother and more productive.
4) Demand Timely Responses
Sales can be fast-paced, and sometimes decisions need to be made quickly. If you need timely feedback or responses from your manager, don’t be afraid to ask for it. Calmly explain why their urgency is important, and outline how it impacts your ability to succeed.
For example, if you're waiting on approval for a customer request that would get a new deal across the finish line, explain how delays might impact your ability to close the deal. Managers will appreciate your proactive communication and will be more likely to prioritize your requests.
5) Listen Well and Understand Their Perspective
Managing up isn’t just about speaking your mind; it’s also about listening to your manager. Take the time to truly understand their perspective, needs, and challenges. Every person in an organization has constraints, and listening actively shows that you respect their experience and that you're interested in making your working relationship as smooth and effective as possible. When you understand their perspective, you’ll be in a better position to manage your tasks and expectations.
6) Be Realistic in Your Sales Forecasts
Sales forecasts are a crucial part of your role as a rep, and being realistic in your projections is key to building trust with your leadership team. Managers rely on accurate forecasts to make strategic decisions, allocate resources, and set team targets. If you're consistently overestimating or underestimating your sales potential, it can undermine your credibility… or even worse- it could undermine their credibility.
Be honest and realistic when forecasting sales. Base your predictions on real data, and be prepared to adjust your forecasts if circumstances change. Managers will appreciate your transparency and your ability to communicate potential challenges early on.
7) Check in and Offer Support
Finally, don’t forget that managing up is a two-way street. While it’s important to focus on your own goals and needs, it’s also a good idea to check in with your manager regularly. Ask how they’re doing, if they need any support, or if there’s anything you can do to help ease their workload.
This simple check-in shows that you’re a team player and that you’re invested in your manager’s success, not just your own. It can help strengthen your relationship and foster a collaborative, supportive work environment.
Take Charge of Your Career
Managing up is one of the most important skills you can develop as a professional. By taking a proactive approach, communicating openly, and being respectful of your leadership team’s decisions, you’ll build trust, improve your effectiveness, and position yourself for success.
