Olivia Lockwood is the founder of Open Up Coaching and a Master Certified Trainer of the Challenger Selling Model, with over 25 years coaching sales leaders at organisations including Microsoft, Google, IHG, American Express, and Lumen. In this episode of Making Revenue Tick, she joins Rich to unpack the problem no sales strategy can fix: the frontline sales manager.
Olivia explains why companies keep promoting their best sellers into management without telling them the job has changed, why the player-coach model is often hard to work with, and how frontline managers can become the true force multipliers of a go-to-market org.
We discuss:
1\. Why promoting your best seller into management so often backfires
2\. Why Olivia refuses to work with companies that use player-coaches
3\. The four responsibilities of a frontline manager, and the one most get wrong
4\. Why strategy fails to become execution
5\. Why reinforcement beats "transformation" every time
6\. Why customer success is still the toughest role in go-to-market
7\. Why 10 to 15% churn a year is healthy, and who you want to lose
Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/
Where to find Olivia Lockwood:
LinkedIn: https://www.linkedin.com/in/oliviarlockwood/
Where to find Rich:
LinkedIn: https://www.linkedin.com/in/richwash/
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