Sep 5, 2024
CJ Siciliano - Sales Manager @ Vanta
When sales teams are empowered with continuous development and support, they not only
exceed targets but also foster a culture of growth and innovation. We had the opportunity to
speak with Christopher “CJ” Siciliano, whose leadership and dedication to his team's success
have been instrumental in driving Vanta's goals.
How can sales managers create a culture of continuous learning and development within their teams, ensuring that mentorship and coaching are integral parts of the sales process?
CJ: "It starts with every interaction, making sure we're all in this to try to get better. Fostering
continuous learning and development is really allowing people to try new things, but we also
have to set up a few different opportunities. We have an Account Executive (AE) Buddy
Program where new hires are paired with experienced reps, which allows for shared learning
and fresh perspectives. Our weekly team meetings also focus on coaching, with activities like
call reviews or 'murder board' sessions to critically examine deals. These aren't about pointing
fingers but about learning and improving."
What approaches can sales managers use to identify and cultivate the potential of their team members, guiding them toward future leadership opportunities?
CJ: "There needs to be opportunities to showcase but also expose the particular individual to
certain aspects they might have not had exposure to. For example, we have people who want to
be sales managers, and we provide opportunities to showcase their abilities and gain the
experience they need. I think Vanta does a great job of positioning people to actually get that
type of exposure and experience."
“I went from being an AE to team lead and then eventually to manager. Along the way I had
tremendous support from upper leadership who helped coach me along the way in a very
structured way which I really appreciated.”
He adds, "We also have a core competencies matrix at Vanta, which helps identify where
someone's strengths are and what areas need development. This allows us to get
hyper-focused on bridging those gaps and making sure they’re stepping up to the challenge."
How can sales managers adapt their mentorship/coaching techniques to cater to the diverse learning styles and career aspirations of their team members, ensuring personalized growth and development?
CJ: "I think a lot of this really has to do with understanding that everyone is different. From the
very first 1:1 meeting, I ask my reps how they prefer to receive feedback from the
start—whether they like it direct, nuanced, or in written form. It’s important to meet them where
they are. And as we get to know each other, I stay attuned to how they respond to feedback,
adapting my approach as needed."
CJ’s commitment to coaching and development at Vanta highlights the importance of
adaptability and personalized support in driving team success. His approach ensures that every
team member is empowered to reach their full potential, contributing to Vanta's ongoing
achievements.
