Making the Climb


Making the Climb-Optimized

Making the Climb

The must-have playbook.

Want to know the single most common mistake senior management makes when promoting someone into a sales management role?

Making the Climb is the antidote to the “sink or swim” approach that sabotages too many aspiring sales professionals.


Peter Oliver

Peter Oliver successfully made the climb from salesperson to sales leader, eventually managing an area responsible for growing a software business to the $250 million levels.

Today, he is a sought-after coach and management consultant helping organizations recruit, assess, hire, train, coach, and manage world-class leaders and sales teams who impact direction and results.

When he’s not visiting clients, cooking, or looking you up on LinkedIn, he’s loving life in Hawaii with his wife and two daughters.

“If I had a time machine, I would go back and give this book to my younger self. It’s that good. If you only have time to read one book on leadership, read Peter Oliver’s book.”

Joe Mara | Vice President of SLED Sales, Elastic
  • Identify the mindsets, key behaviors, and skills needed to achieve success.
  • Strategies for overcoming the three most common pitfalls emerging sales managers face, to a successful move from salesperson to sales manager.
  • A proven action plan for emerging sales managers and their mentors.
  • Helps salespeople emerge on purpose into the next phase of their career-and become true sales leaders.



The antidote to the “sink or swim” approach that sabotages too many aspiring sales professionals. Most emerging sales managers receive little or no training before taking on the job. That is a huge mistake. The climb from individual contributor to manager is worth planning and preparing for, because this role is not only among the toughest on the organizational chart, but it is also the one that offers the most upside (and downside), both personally and for the organization.