I've held one there and I've even created them but I've learnt that you can't truly lead a sales team and chase your own targets.
On paper, it sounds efficient, a sales leader who also carries an individual quota. In practice, It’s a recipe for underperformance on both fronts.
When a sales leader is expected to juggle managing a team and hitting personal targets, one priority will inevitably suffer:
💥The team gets less attention, leading to missed coaching opportunities and inconsistent performance.
💥The leader’s individual sales numbers suffer, damaging their credibility with the team.
Hybrid roles create conflicting priorities, leaving leaders stretched too thin to excel at either responsibility.
Effective sales leadership demands focus. Here’s why separating leadership and individual quotas leads to better results:
🏆 Leaders Should Enable, Not Compete
A sales leader’s job is to elevate the team coaching, strategising and removing roadblocks.
When they’re chasing their own targets, it’s hard not to prioritise personal wins over team success.
🏆 Clear Accountability Drives Results
When leaders own the team’s success (not individual quotas), they can focus on scaling processes, improving win rates, and building a sustainable pipeline, all of which drive long-term growth.
🏆 Team Morale Improves
No one wants to compete with their manager for deals. A dedicated leader creates a collaborative, supportive environment where everyone can succeed.
Great sales teams are built by leaders who prioritise leading. If your current structure relies on “hybrid roles,” it might be time to rethink whether this is holding your team back from their full potential.
If your business can’t justify separate full-time roles yet, fractional sales leadership can bridge the gap. A fractional CRO brings the focus and expertise needed to lead your team effectively without the overhead of a full-time hire.
What’s your experience with hybrid sales roles?
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