{"version":"1.0","type":"rich","provider_name":"Acast","provider_url":"https://acast.com","height":250,"width":700,"html":"<iframe src=\"https://embed.acast.com/$/6a043d9b3eb6452356ed58db/6ada0ab7f92693313c04167e?\" frameBorder=\"0\" width=\"700\" height=\"250\"></iframe>","title":"The Frontline Manager Problem & The Player Coach Trap | Field Notes for GTM Ep. 18","thumbnail_width":200,"thumbnail_height":200,"thumbnail_url":"https://open-images.acast.com/shows/6a043d9b3eb6452356ed58db/1792674453853-b359dd7f-78e5-4891-a026-1af7b55c5a26.jpeg?height=200","description":"<p>The frontline manager has the hardest job in GTM, and the least support. They inherit reps they didn&#39;t hire, carry a multiplied number, and get almost no enablement. James makes the case for why they&#39;re the real lever for change, and what it actually takes to set them up.</p><p><br></p><p>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.</p><p><br></p><p>SPONSORS</p><p><br></p><p>Field Notes is sponsored by Tick Talent and The Revenue Enabler.</p><p><br></p><p>If your sales team is missing quota and you&#39;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</p><p><br></p><p>If you&#39;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</p><p><br></p><p>USEFUL LINKS</p><p><br></p><p>James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/</p><p>Rich Washington on LinkedIn: https://www.linkedin.com/in/richwash/</p><p>The Revenue Enabler: https://therevenueenabler.com/</p><p>Tick Talent: https://www.tick-talent.com/</p>","author_name":"James Bissell and Rich Washington "}