All tech companies want to build a world-class culture, and front-line managers play a pivotal role. What kind of conversations are your front-line managers having with their customer-facing teams?
By Mike Esterday
The company was growing fast. With sales booming, several top salespeople were promoted to manager roles, and the expectations were high. These were go-getters, with strong revenue-producing track records, and it didn’t hurt that the company’s innovative tech products were in demand.
In their new roles as sales managers, these individuals’ success would now depend on how well they could rally their teams. And everyone knows that in a fast-moving industry like, for example, SaaS, you have to dive in and figure it out. Sink or swim. So after being given a crash course in Management 101, they were sent out to make it happen.
But as the market grew crowded with new competitors and economic volatility set in, one thing
