Ambition

When a rep misses their number, what's the first question you ask yourself? If it's "Do they need more training?" you might be missing the mark. What it should be: "Is this a skill problem or a will problem?" Those are two very different coaching conversations. A rep with high motivation but low skill needs development. A rep with strong skills but low motivation needs a different kind of support altogether. Treating those situations the same often leads to ineffective coaching and frustrated teams. The best frontline managers know how to identify the difference and tailor their approach accordingly. What do you think? How do you approach skills vs. will conversations differently with your team? Let us know 👇

Coaching inspo for your week 💡 Dannon Thornton shares an example from one Ambition customer who's segmenting reps based on performance and then using Managed Programs to: ✔️ Sort reps into appropriate coaching programs ✔️ Deliver coaching tailored to each specific cohort ✔️ Centralize program updates and management The result is less time spent on coaching admin and more time on *actual* coaching.

Here's what to expect in the next era of RevOps, according to Lauren Davis 👇 In a recent interview, Lauren, VP of Revenue Operations at BuildOps, and Brian Trautschold discussed sales tool sprawl, the intersection of RevOps and CX, the evolution of discovery, and more. Here's a snippet from their conversation.

Getting ghosted on outbounding sequences? Seeing single-digit reply rates? That's what happens when your outbound motion is built on guesswork instead of being grounded in a system. Ambition is all about creating systems that set reps up for success. That's why we're excited to sponsor 30 Minutes to President's Club's masterclass on building a repeatable outbound process. You'll walk away with the exact touch pattern, messaging, and optimization tactics top reps use to actually get replies. Save your seat for July 16 at 12 p.m. ET. Register here: https://lnkd.in/eUuDCSgj

📣 Calling all sales leaders: We want to hear from you! Ambition is conducting a State of Coaching Industry survey to answer your (and our) burning questions, like: · How much coaching is taking place at the average sales org? · What's the quality of that coaching across manager teams? · How is AI adoption going? What are the obstacles? · What's the average manager span of control? And more. By taking 3 minutes to respond to the anonymous survey, you'll help us establish trend lines and identify opportunities for sales organizations like yours. We'll publish our findings in a report later this month. Access the survey here: https://lnkd.in/eQP-ZTpP 

Major news in the sales coaching world. For years, Zoom's ZRA has kind of sat on the sideline. All while Gong builds an incredible business on the call recording and transcript. Now ZRA has a fresh new site. More internal resources. This will be huge as companies continue to prioritize how to impact seller attainment and leveraging conversations and associated intel as part of the management ritual. At Ambition, we're thrilled to continue to partner with the folks who power the actual conversations - Zoom, Webex, MSFT Teams - as well as Gong who has created so much intelligence around it. So much exciting stuff coming to enhance RevOps visibility and Frontline Sales Managers impact !

In the July issue of The Monthly 1:1, Ambition's roundup for revenue leaders, you'll find: • A playbook for data-driven sales team management, created in partnership with 30 Minutes to President's Club • Our State of Coaching survey is now live! Take 3 minutes to submit your responses • Gartner's framework for identifying the hidden "hill" that's killing team productivity ...and more.

We say it all the time: Your revenue strategy lives or dies with the frontline manager. Mark McWatters explores the intersection of manager buy-in and leading indicators in this 60-second clip.

What does it take to build a great sales team in 2026? Brian Trautschold sat down with Abnormal AI's Alex Lynn to answer that burning question (and a few more). Here's the short answer: hire people with the qualities you can't teach (like curiosity and motivation), and then teach them the things they need to know (like product and process). Read the recap and find the link to their full convo here: https://lnkd.in/e-5pnGkN