Over the last four years, revenue growth collapsed from 22% in 2021 to an estimated 5% in 2025. EBITDA barely moved, inching from 10% to 12%. Companies work harder, add headcount, invest in tools, but growth rates continue to decline.
The problem isn’t lack of discipline. For decades, sales leaders have fixated on process rigor, creating frameworks, qualification criteria, and dashboards to monitor activity levels. The frontline manager role evolved accordingly, with days consumed by pipeline reviews, forecast calls, and CRM oversight. But in building these growth engines, organizations disconnected managers from the work that actually drives performance, developing their people.
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