Brian LaMannaAE @ Gong | Closed Won 🦙 | 7x President’s Club

Reverse Engineering the Promotion - Tech Sales

25 Nov 2024 · 1 min

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Brian LaManna shows how to reverse-engineer a promotion by working backward from the role you want to calculate daily activity targets like dials and qualified opportunities. He used this method to move from commercial roles to Senior AE at BrightEdge and Gong, stressing the balance between pushing for the next job and staying present in the one you have.

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No, I was ambitious and I was doing the math on like, hey, what would it take to get to AE as fast as possible? How many qualified opportunities is that? How many dials is that per day? What conversion rate do I need? And then I got to AE and I was like, awesome, how fast can I get to Senior ae? And I did the math and I got there at Bright Edge and same thing at gong. I came in as commercial, I got the senior commercial mid market. Now I'm senior mid market. And news flash, there's always a next role. There's always one title above you. Even if you're CRO, even if you're CEO, you could be CEO at another company, you could be on a board, you could be even wealthier. Whatever that looks like. I get it. Like, you want to be ambitious and have your eyes on, like, something next, potentially, that excites you. My big reminder to myself is stay present in the current role and in the current journey too, because they'll always be a next and there's no time like now.