The Frontline Manager Problem & The Player Coach Trap | Field Notes for GTM Ep. 18

The frontline manager has the hardest job in GTM, and the least support. They inherit reps they didn't hire, carry a multiplied number, and get almost no enablement. James makes the case for why they're the real lever for change, and what it actually takes to set them up. Rich takes on the player coach title, one of the most common half-measures in sales leadership. Two jobs, one person, no proper investment. It sounds like progression. It almost always ends in disappointment for everyone. Field Notes is sponsored by Tick Talent and The Revenue Enabler. If your sales team is missing quota and you're not sure why, The Revenue Enabler works with sales organisations to fix the fundamentals — from sales stage design through to seller capability. Find out more at therevenueenabler.com If you're looking to hire exceptional sales and revenue talent across the tech sector, from your first AE hire through to VP level, get in touch with the team at tick-talent.com USEFUL LINKS James Bissell on LinkedIn:   / james-bissell1   Rich Washington on LinkedIn:   / richwash   The Revenue Enabler: https://therevenueenabler.com/ Tick Talent: https://www.tick-talent.com/ #FieldNotesForGTM #SalesLeadership #FrontlineManagers #GTM #RevenueEnablement #PlayerCoach #B2BSales #SalesStrategy #SalesPerformance #RevenueLeader #SalesCoaching #SalesLeader #GTMStrategy #TeamManagement #LeadershipDevelopment CHAPTERS 0:00 Introduction 2:22 Frontline Managers: The Hardest Job in GTM 5:30 What Nobody Sets You Up for When You Become a Leader 6:36 Why Frontline Managers Are Your Ticket Out of Here 8:28 What AI Can Never Replace in Management 13:41 The Revenue Block: Calendar Management for Sales Leaders 15:42 The Player Coach Problem 17:00 Why Player Coaches Always Default to Selling 19:08 Why Businesses Keep Creating Player Coach Roles 26:04 How to Build a Proper Promotion Path