I still remember my first week on the job. I had a shiny new laptop, a desk I didn’t know how to organize, and a head full of "head knowledge" that felt like it was floating in mid-air. I was terrified of making a mistake until a senior Account Manager pulled up a chair and said, "Shadow me today. I’ll show you how we actually do it."
That simple act of kindness changed my career. Now that I’m further along the path, I’ve realized a fundamental truth in the ABCs of Sales: T is for Teach. You might think that as a new AM, you aren't ready to be a "teacher." But trust me, the moment you start sharing what you know, your own growth will shift into high gear.
The Ultimate Reality Check
There’s a massive difference between reading a manual and explaining it to someone else. I’ve found that teaching is the best way to confirm that I’m not just accumulating "head knowledge" without practicing it.
Whenever a new person joins the team, I’m the first to volunteer to help. Why? Because the person who teaches actually benefits the most. When I have to break down a complex workflow or explain our value proposition to a rookie, it forces me to simplify and master the material. If I can't explain it clearly, it means I don't know it well enough yet.
Leading with Empathy
I say "yes" to helping others because I haven't forgotten what it felt like to be the "new kid." I was—and still am—so grateful for the people who held my hand when I was starting out.
Choosing to teach is a way to reflect that gratitude. It’s about doing right by the people coming up behind you. When you empathize with their "Day One" jitters, you build a culture of support that makes the whole office better.
Show, Don't Just Tell
Here is a secret I learned early on: Mentees learn more by observation than by lectures. I could talk for an hour about how to handle a difficult client, but it’s much more effective to let a junior AM sit in on a call and watch me do it. When they see how I pivot, how I listen, and how I use my "Resourceful" toolkit (remember R?), they catch the nuances that a PowerPoint slide could never capture. This keeps me on my toes, too—I have to be at my best because I know someone is watching and learning.
The ROI of Patience
I’ll be honest: teaching can feel like an inconvenience. When you have a mounting pile of emails and a quota to hit, taking thirty minutes to explain a process to someone else can feel like a distraction.
But I’ve learned to exercise patience. That time spent imparting knowledge isn't "lost time"—it’s an investment.
It builds a stronger team.
It sharpens your own skills.
It creates a network of people who trust and respect you.
In this industry, what you give away always comes back to you—usually bigger and better than when you started.
Is there someone in your office—maybe even newer than you—who could use a hand today? Challenge yourself to "Teach" one small thing this week. You'll be surprised at how much you learn in the process.
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