The Force Multiplier: Elevating the Frontline Sales Manager to Drive Revenue 

Companies constantly seek ways to scale sales success, and the frontline manager serves as the ultimate force multiplier. Organizations frequently promote top sellers into management roles, and they often provide them with a simple two-day training course before expecting them to lead. This lack of continuous enablement leaves new leaders buried in administrative tasks, and they spend their days simply putting out fires to close deals. A failure to develop frontline leaders is a significant threat to an organization, and the number one reason employees leave a company is their manager. 

Ray Makela and Mark McWatters, Vice President of Sales at Ambition, expose the massive opportunity in manager enablement. They show how to connect C-suite priorities to frontline execution and build clear team accountability. This same framework removes the performance black box and proves the ROI of manager development.

Key Insights:

• The coaching advantage: Organizations that properly train and enable their managers see a seven percent increase in quota attainment across the team
• Operating rhythm: Sales teams require a consistent schedule of weekly one-on-ones, bi-weekly skill-based coaching, and forecast calls to maintain alignment
• Rep-led conversations: Salespeople must drive the agenda during coaching sessions to actively process their own development needs and own the outcomes
• Administrative reduction: Artificial intelligence tools can instantly synthesize performance data and historical context to prepare managers for one-on-ones in a single minute
• Strategic encouragement: True leadership marries genuine encouragement with clear performance accountability to drive a meaningful culture change 
  
  

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