FLSM
Why, and how Front Line Sales Managers play a crucial role in a sales leader and rep's success
Toughest job in sales?
In some circles - the FLSM (or Front Line Sales Manager) is considered one of the most difficult.
You are:
in the deals.
recruiting.
managing up.
responsible to remove obstacles internally.
coaching.
directly impacting the number.
Studies show that a great front line sales manager is crucial to both a Sales Leader AND a sales rep’s success.
In this week’s edition of Stretch Weekly -
Excellent podcast with Jeremey Donovan and Dave Brock as they discuss all things for Frontline Sales Managers.
Great guide for First Line Sales Managers learn from as they build their own coaching program
Plus, can’t miss snippets on why and how front line sales managers play a crucial role in a sales leader and rep’s success.
THANKS for reading!!
-Grant
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
STRETCH SHARES
Sales Leader’s Guide to Coaching
Great guide for First Line Sales Managers as they learn and build their own coaching program. Learn how to become a better sales coach and implement highly effective sales coaching at your organization.
What sales coaching is and why it’s important
Who makes a good coach
How to implement successful sales coaching at your organization
Who, what, when, where, and how to measure success
Sample topics to coach on
Tips to host an effective workshop or Summit
What a best-in-class sales coaching program looks like
Sales Manager Survival 101
When it comes to the role of frontline sales manager, Dave Brock wrote the book (literally).
Dave is the CEO of Partners in EXCELLENCE as well as the author of Sales Manager Survival Guide. While new frontline sales managers often fixate on hitting a number, Dave suggests spending time getting to know the role, the team, and the company first (and why the worst thing a new FLSM can be is an excellent closer).
Excellent podcast as Dave talks with Jeremey Donovan to discuss all things for Frontline Sales Managers.
Highlights for me:
Understand how things get done in the company. Help your salespeople be most productive.
Engage reps and start testing ideas for improvement
Internal promotions and what this means for success as a frontline sales manager.
New Frontline Sales Managers need clear idea/direction of what their job is. (maximize performance of people)
Coaching the individual vs. adhering to company processes (Formula One Drivers all follow the same course, but drive differently - LOVE THIS)
Focus on what people are doing right, and amplify that! Identify that 1 thing that is most important - you’ll quickly see performance improve.
STRETCH SNIPPETS
🐺 Mike Wolff shares 18 Leadership lessons from his 18 years as a sales leader at Salesforce. My favorites: “Coach the why and not the what” and “Your calendar determines your priorities”
✅ What is the the #1 Goal of a FLSM? Per Force Management, Front-line managers need to understand (1) how to dissect a deal and then put it back together, (2) how to help their sellers qualify deals and move them down the road faster, and (3) how to coach and develop sales reps to have effective, value-based conversations.
🪄 Jason Lemkin talks about how new sales leader Brendan Cassidy doubled sales in 90 days without magic. How? He focused on recruiting reps that knew how to close a similar ACV SaaS - and subsequently doubled the “Revenue Per Lead”
🙌 An extraordinary leader is a person who has learned how to influence others, including their thoughts, feelings and behaviors. Tony Robbins gives 10 essential qualities that all excellent leaders share.
💡On average, Front Line Sales Managers devoted less than 25% of their time to coaching activities. Brian Williams with The Brevet Group gives us 3 areas to focus on as sales leaders: Skill coaching, pipeline coaching, and deal coaching.
🧠 Mindset
Small Improvements Make for Big-Time Wins
My friend Mark Cottle shares some great thoughts from James Clear’s Atomic Habits, on how small improvements make for big-time wins.
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings, and insights from sales leaders in SaaS
Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights, and experiences as well as best practices to overcome common hurdles, obstacles, and setbacks in your quest for excellence as a sales leader in SaaS.
Are you a VP, Director, thought leader, or content producer in the SaaS space? We’d love to have you contribute. Just reply to this email and I’ll be in touch.
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