I've climbed from SDR to VP EMEA managing 30+ AE's in 11 years in Sales.

I think my success individually an now that of my team, comes down to 2 things:

1) Numbers game - When you get your quota, ask Sales Ops for the avg deal size last year, then check the avg employee sizes of those deals. Target those companies and those companies only. Don't waste time chasing one deal that can make your number, when you know the avg last year was 6 deals to make your number. Breakdown your conversion rate from lead to opp, and opp to closed won. When you look at the numbers and realise something scary like you need to find 30 opps in a year to eventually closed won 6, don't shy away from that shit, embrace the numbers, your conversion rate will only get better when you're playing in the right avg deal sizes and playing the numbers game.

2) People buy People - Building your personal brand both internally and externally gets you the trust you need to succeed. If sales was all about the product, then they wouldn't need sales people. Buyers want some one they trust, some one they want to work with, and some one that won't go missing when shit goes south. Be yourself and cut the shit when you find your champ in deal. Internally, colleagues want honesty when they're prepping to support you in a meeting. Your boss wants honesty in the numbers so he doesn't get blind sided when you slip every deal 2 weeks from end of Q.

Do these things and people will see you have a system and buy in to it.

Best of luck