When it comes to advancing your sales career, the first instinct is often to aim for that next promotion as quickly as possible. After all, promotions come with bigger titles, higher pay, and more responsibility, right? While that’s often true, promoting too soon can actually backfire, and if you’re not ready, it can jeopardize your long-term success.
In this post, I’ll break down why rushing toward a promotion without properly preparing can hurt your career and how focusing on your current role — and compensation plan — can be far more rewarding than you think.
The Promotion Fallacy: More Money, More Problems?
Many salespeople fall into the trap of thinking that the only way to make more money is by getting promoted. While moving up the ladder is often tied to higher pay, it’s important to remember that sales careers are uniquely structured for success. Well-designed compensation plans offer accelerators that can drastically boost your income without needing a title change.
Let me explain. If you’re a rep who hits 100% of your quota, you’re already in a good spot. But every percent you exceed that quota can multiply your commission. Hitting 105% of your target could get you 110% of your commission thanks to those accelerators. If you’re in a leadership position managing large accounts, you could see 3X or even 4X multipliers for exceeding expectations.
This means there’s huge earning potential within your current role — if you perform well. Instead of rushing to a promotion, you might want to stay put and crush your quota, enjoying those financial rewards as you refine your skills.
Why You Shouldn’t Promote Too Soon
Here’s the tricky part: promoting too soon can leave you in a tough spot if you’re not ready for the additional responsibilities. You might be excited to lead a team or manage bigger accounts, but are you sure you have the skills and experience to excel at the next level?
Before considering a promotion, ask yourself: Can I perform at an average level in the next role? That’s a minimum requirement if you want to succeed. For example, if you’re a mid-market rep handling $100,000 per quarter and the next level up requires $150,000, you should already be able to hit that higher target consistently before making the jump.
Promotion isn’t just about taking on more responsibilities — it’s about proving you can handle them. If you move up and start missing your new targets, you go from being a reliable performer to a risky bet for the company. This can have long-term consequences on how leadership views you, especially when it comes time for future opportunities like equity or leadership development.
Leadership Isn’t for Everyone
Another aspect people often overlook when thinking about promotions is the impact on your actual skill set. Every step you take up the leadership ladder distances you from the hands-on work that made you successful. If you were a top-performing rep, becoming a manager might mean losing some of the selling skills that got you there in the first place.
For example, imagine you’re an SDR (Sales Development Representative) and you’re eager to lead a team. But if you’ve never carried a closing quota as a mid-market rep, how will you coach others to close deals? The same goes for transitioning from mid-market to enterprise sales leadership. Without experience negotiating million-dollar deals or working with C-suite executives, your ability to lead enterprise reps will be limited.
The point is, promotions aren’t just about more responsibility and higher paychecks — they require a deeper skill set, especially when it comes to leadership. If you haven’t developed those skills yet, rushing into a leadership role could set you and your team up for failure.
How to Know When You’re Ready for Promotion
So, how do you know when you’re truly ready for that next step? It comes down to consistent performance and preparation.
Before accepting a promotion, you should be able to perform at a mid-level range of the new role. For example, if you’re aiming to manage a $600,000 quota in your next position, you should already be handling $400,000 comfortably in your current role. This proves to both yourself and your company that you can thrive at the next level.
Additionally, think about the skills required for your next role. Are you ready to lead a team and help them close deals at the same level you’ve been performing? If not, take the time to develop those skills before taking on the added responsibility.
The Bottom Line
Rushing into a promotion can seem appealing, but it’s not always the best move. Take the time to dominate your current role, hit your quota, and take advantage of compensation accelerators before thinking about the next step. When you do decide to move up, make sure you’re genuinely prepared to meet the demands of that promotion. In doing so, you’ll secure your long-term success and continue enjoying the journey of growth in your sales career.
Stay focused, stay patient, and remember: sometimes the fastest path to success is staying right where you are — until you’re truly ready for that next big step.
Enjoy your journey in sales!
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