Why Amazing Salespeople Still Need Sales Managers (Yes, Even You)
Even the best salespeople have blind spots—like ignoring their pipeline. If you think you don’t need a sales manager, this one’s for you. A little tough love (and a lot of truth) from someone who’s been there.
“I’m an Amazing Salesperson. I Don’t Need a Sales Manager.”
Ever said this out loud? Thought it in your head? Wrote it on a sticky note and slapped it on your mirror for daily affirmation? Yeah, I’ve been there. Confession time: I’m one of the best salespeople I know (and if you’re reading this, I’m guessing you’re not too shabby either). But here’s the kicker—this mindset is pure garbage.
Let’s unpack that, shall we?
Confidence Is Great—Until It’s Not
You didn’t get this far by being timid. Great salespeople tend to be high on confidence and low on patience. And because you’re so good at selling, you start to believe you don’t need someone checking your work. You know the drill. You’ve got the charm, the pitch, the conversions…
But do you have the follow-up game?
I didn’t. And spoiler alert: most “great” salespeople don’t. We chase the thrill of the new deal. The fresh lead. The shiny object. Meanwhile, our CRM becomes a graveyard of forgotten opportunities that could’ve, should’ve, would’ve closed if someone—anyone—had held our feet to the fire.
The Hard Truth About Managing Yourself
Here’s what I’ve learned after years of resisting management and now being a manager:
Amazing salespeople need structure. Even the rebels. Especially the rebels.
Left to our own devices, we skip the boring stuff. Follow-ups, check-ins, documentation. Yawn.
Having a sales manager forces accountability. And your pipeline? Deserves it.
I wish I had appreciated this earlier. I used to push back—hard—on my sales managers. Thought I knew everything. Thought I didn’t need them.
Newsflash: I did. You do too.
The Pipeline Doesn’t Manage Itself
Let me paint a picture. These days, I have a solid system. I use HubSpot. I document like a pro. But there are still moments (ok, many moments) when I get distracted. The big, sexy deal with a tight deadline swoops in and I abandon my beautiful pipeline like it’s an old boyfriend who didn’t text back.
If I had someone forcing me to sit down once a week and walk through my deals, I’d close so much more business. Someone to ask, “What’s the status here?” “Did you follow up?” “Why is this stuck?” Someone to make me face the numbers, the clients, the reality.
And while I love being the boss, some days I’d trade my entire snack drawer for a sales manager who made me review my pipeline over coffee and a mild threat.
Practice What You Preach (Ouch)
Here’s the irony: I’m managing about a dozen salespeople right now. And you better believe I hold them to this standard. I get into their pipeline. I ask the tough questions. Sometimes I’m called a “bully”—but only by people who know it’s my love language.
Why do I do it? Because I know how critical it is. I’m not being mean. I’m doing what I wish someone was doing for me. (Also, I’m usually right. Just ask my clients.)
How to Tell if You Need a Sales Manager
Let’s make this simple. If you say any of the following, you probably need some sales coaching or management:
“I don’t need a sales manager.”
“I’ve got it all under control.”
“I’ll get to that follow-up tomorrow.”
“I’m too busy to check my CRM.”
“I forgot about that lead.”
I say all of those things regularly. And still—I know better.
Final Thought: Find Your Accountability Buddy
If you’re serious about sales growth, stop being afraid of oversight. The right manager, coach, or accountability partner can help you see the opportunities you’re missing and push you in the moments you’d rather coast.
So here’s my pitch: Get someone to bully you about your pipeline. Someone to challenge you, coach you, and make you better. If you don’t have that person yet, maybe you need to hire one. Or maybe… hi, it’s me. I’m the problem. I’m also the solution.
Call me if you’re ready.
Ready for Some Tough Sales Love?
If you're tired of letting hot leads go cold and need someone to call you out (lovingly) on your follow-up game, let’s talk. Whether you need a fractional sales manager, a no-BS sales coach, or just someone to make you stare your CRM in the face, I’m your girl.
Let's clean up that pipeline together.
About Lisa Proeber
Lisa Proeber is the force behind The Middle Six®. With more than 20 years of high-performing sales experience, she brings a breadth and depth of knowledge to her solo venture. The Middle Six® is not a gatekeeper; it opens the gates for anybody to learn how to succeed at sales. Sales is not a dirty word; it's equal parts art and science, starting from the bottom up. Ready to become a salesperson with a roadmap in hand? Join us, and let's make waves together.
