Stop wasting time on more GTM strategies. Do This Instead.

Why Your Killer GTM Plan Isn't Delivering

You've got the strategy down. The slick pitch decks, the perfect customer personas. Maybe you even hired a few sales rockstars to crush those growth targets.

But something's not clicking. Sales cycles are dragging, leads aren't converting like they should, and that revenue graph isn't showing the hockey stick you were promised.

Sound familiar? The problem isn't always the plan itself. More often, there's a massive disconnect between what looks great on paper and what's actually happening on the front lines of your business.

It's tempting to blame the sales team or think another fancy tool is the answer. But the hidden bottleneck might be in an area most companies overlook...and it could be the key to finally turning that GTM plan into real, predictable revenue.

Field Management is Your Secret Weapon

When most founders/CEO hear "management",?they think of added bureaucracy and status meetings or in other cases, punting off responsibility to someone with specific experience.?But for successful GTM motions, true field-level management is the secret to turning plans into results.

Let's be clear:?this isn't about babysitting your reps.?It's about creating a system for continuous improvement,?driven by real-world execution.?

We all have recently read about Paul Graham's #FounderMode ... In a way, this is no different. It's now getting down to the details and the tactical approach to make this work. Just like Founder Mode, this is not some 'wave the magic wand stuff...'

Here's how it works:

• Turning Insights into Action:?Your field teams have a front-row view of customer needs.?That needs to flow back, fast,?to shape product,?marketing,?and the sales strategy itself.
• Process Fixer, Not Just Metrics Tracker:?A data-driven approach is key.?But are those metrics revealing where deals stall??Effective field management fixes the process,?not just scolds reps for bad results.
• It's a Culture Catalyst:?Growth targets and quotas matter,?but the?how?is often missing.?The right field management fosters ownership,?celebrates wins,?and builds a hunger to improve in every rep.

I've seen the power of this firsthand building teams at Zuora , Productiv , Applied Intuition .?Underperforming teams turning into powerhouses,?not with magic hires,?but with a relentless focus on the mechanics of execution.

But who actually does this? That's the beauty – it's adaptable.?Early on,?it might be the founder themselves.?Later,?it can be team leads.?The title is less important than the focus and accountability.

Why Companies Miss This:?Startups prioritize doers,?understandably.?Yet neglecting this 'management layer' means every issue becomes a fire drill,?and that shiny GTM strategy never reaches its full potential.

Making Field Management Work for You

So,?you get the power of field-level management.?But turning that into reality takes more than just good intentions.?Here's where to start:

• Inspect What You Expect:?Metrics are an output,?not the whole story.?Are you having in-the-trenches conversations about?why?deals were won or lost??This is where the real learning happens.
• It's a Two-Way Street:?Don't just push info down.?Effective field management fosters a culture where reps feel empowered to flag issues,?offer solutions,?and be part of the improvement loop.
• Invest in Growth, Not Just Policing:?Too often,?field management is seen as catching underperformers.?Flip it:Are you actively developing your team's skills??Providing the coaching to help everyone reach that next level?

This might sound time-consuming,?especially for founders already wearing a million hats.?But the thing about high-impact field management is that it creates leverage.?It builds a GTM machine that scales and learns from itself.

The Payoff:?Faster feedback loops from the market,?higher-quality leads,?motivated teams consistently exceeding goals.That's what happens when you turn field management into a strategic advantage.

If you're looking for specific frameworks, examples, tactics on how to make this work, DM me and I'll be happy to find time to share my personal anecdotes.

#GTMmanagement #salesmanagement #salesleadership #foundermode #sales #CS