Full Guide to Managing Up

About this resource

Your team can hit every activity number on the board and still get ignored in the room that matters. The headcount ask gets parked, the leadership meeting glazes over your call stats, your best rep gets passed over. That's not a work problem, it's a managing-up problem. Managing up is the skill of talking to the people above and beside you in the metrics they actually care about, and anchoring everything to the shared goal. This playbook turns Nathalie van Alst's framework into a repeatable system you can run yourself and teach to your reps: the stakeholder map, the leadership-meeting playbook, the headcount ask that gets approved, the SDR/AE relationship, and how to coach reps for a promotion decided by someone they barely speak to. Built from the SDR Leaders Live session "Mastering the art of managing up" with Nathalie van Alst.

What's inside

• The stakeholder map: what six leaders are measured on, what to lead with, what to cut
• The leadership-meeting playbook, before the room and in it
• A 5-part headcount ask that gets approved, with a fill-in-before-you-walk-in template
• How to name and fix comp-plan misalignment structurally, not grind through it
• The SDR/AE operating relationship, and prescriptive feedback to marketing
• The promotion readiness audit, who actually decides, and nine mistakes to avoid