82. How to turn sales managers into revenue engines

In this episode of The Practical Leadership Podcast, I’m joined by Doug Davidoff, CEO of Lyft Enablement and author of the Revenue Acceleration Framework. Doug is an expert in helping mid-sized companies align their sales, marketing, and customer success teams to drive growth—without the complexity. With over 1,500 companies under his belt, he shares practical, hard-earned wisdom that you can implement immediately to simplify processes and grow faster.

Key Highlights:

• Sales Management as a Growth Lever: Doug discusses how most sales managers are accidental managers—they’ve been promoted because they were excellent sellers, not because they’re trained leaders. He explains why sales managers are a critical lever for scaling a business. Without a clear understanding of their role, complexity increases and growth stagnates. (00:03:59)
• Simplification Over Complication: Businesses often make things unnecessarily complex by adding processes and steps instead of simplifying them. Doug highlights how doing less but with more focus and intent can lead to greater success. (00:09:02)
• The 80/20 Rule in Sales: Doug introduces a new take on the 80/20 rule. Around 10-20% of what your business does is what really matters. Identifying this and doubling down on it is what separates successful companies from the rest. The other 80%? As long as it’s not a disaster, don’t stress it. (00:10:38)
• Why Curiosity is Key for Sales Managers: Sales managers need to approach every problem with curiosity instead of judgment. When they manage from a place of curiosity, they create an environment of openness, leading to better problem-solving and team performance. (00:12:25)
• Empathy and Flexibility: Doug stresses the importance of empathy in leadership. Sales managers need to understand that each team member is different, and success comes from adapting your coaching style to fit the individual, while maintaining a strong underlying sales process. (00:13:59)
• The Power of Process: Doug argues that a well-structured process unlocks creativity, not stifles it. Good management and clear processes enable teams to perform at their best, offering flexibility while maintaining consistency in results. (00:25:35)

Key Quote:
"Scale isn't just about getting bigger. It's about getting more predictable with less cost. If you're working harder and seeing less success, you're not scaling—you're just growing inefficiently." – Doug Davidoff (00:07:39)

Chapters and Timestamps:

1. Introduction to Doug Davidoff and Lyft Enablement – 00:00:00
2. Accidental Sales Managers: A Critical Growth Lever – 00:03:59
3. Scaling with Simplicity: Doing Less with More – 00:09:02
4. The 80/20 Rule: Focus on What Really Matters – 00:10:38
5. Curiosity Over Judgment in Sales Management – 00:12:25
6. Empathy and Flexibility in Coaching – 00:13:59
7. The Power of Process: Structure Unlocks Creativity – 00:25:35
8. Doug's Closing Thoughts: Play Your Own Game – 00:28:47

Connect with Doug Davidoff:

• Website: lfftenablement.com
• LinkedIn: Doug Davidoff