1048: Selling the Cloud, with Mark Petruzzi and Paul Melchiorre
Sales Strategy & Enablement by Revenue.io
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The Importance of Frontline Management in Enterprise Software
A lot of the companies that have been successful versus not and the ones who have scaled, I can assure you one of the common denominators is they had strong frontline management. So if you've got six, seven, eight, nine, ten, eleven reps reporting to a manager, I mean, just imagine having 11 teenage kids, right? But if you have a career four or five, maybe max is a good ratio, then I think you have the right balance of being able to assist that individual in their career,. training and mentoring them as you're going along.
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