Big disconnect right now between frontline sellers and Exec teams I posted yesterday about a few things that have come up recently with a few leaders that have reached out to me. From that post, I got a slew of front line sellers reach out to me and tell me they feel like their companies just dont understand what its like being on the frontline. This is a fundamental breakdown of communication between the frontline, middle and senior leadership teams. The good news though, this can be fixed pretty quickly. The responsibility sits with Director and VP level leaders. Understanding and communicating about the real challenges the sellers are facing on the frontline is essential. Taking that feedback and championing it with senior leadership cross functional is an essential role function of the Director and VP. Too often, the Director or VP are too focused on trying to execute what the business expects that they do not take the time and effort necessary to solve these challenges. If you struggle with this, you are not alone. Help is out there and coaching is available for those of you that want it. Its our responsibility to ensure our frontline folks are heard and supported! Lets all do better.
It could also be lack of consistency or shifting priorities too quickly and burning people out.
Do organizations build a emotional/physical support systems and make the team feel like they are not alone and hunting in a pack, helping each other.. How tools help in the process?
'Taking that feedback and championing it with senior leadership cross functional is an essential role function of the Director and VP. " Great reminder
Spot on as ever 🏅 James Murphy. Awesome Post!
Measuring the impact coaches have on their team's performance and lives.
3moGreat post, James. To solve this problem, organizations need to measure their managers coaching activity and effectiveness. Without doing this, the front-line sellers voice will never be captured at scale and executives will not have the data they need. A great place to start is to ensure front-line leaders are executing these 4 high-payoff coaching activities. Below is an image and link to how coaching can be measured. https://54127.hs-sites.com/measurement