Front line sales managers have a tough job. They are responsible for managing and leading the sales team while also being accountable to senior sales leadership. The pressure to perform and advance in their careers can be overwhelming, especially when they find themselves caught in the middle of competing interests.

One of the biggest challenges for front line sales managers is balancing their role as an advocate for their salespeople with their desire to get promoted. They are the closest to the front lines, so they often feel a strong sense of loyalty to their team and want to protect them at all costs. But at the same time, they are equally close to senior sales leadership, and they know that they need to make decisions that align with the company's goals if they want to move up the ladder.

It can be tempting to try to please everyone, but that's a recipe for disaster. No matter what decision you make, someone will be unhappy. Instead, front line sales managers should focus on making decisions that are in the best interest of the company. This means considering both the needs of their reps and the overall goals of the organization.

When faced with a tough decision, ask yourself: "what's in the best interest of the company?" This simple question can help you stay focused on the big picture and make decisions that will benefit everyone in the long run.

Of course, this is easier said than done. Balancing advocacy and promotions requires a lot of skill, finesse, and emotional intelligence. Here are some tips for front line sales managers who want to succeed in this role:

1. Build strong relationships with your team: If you have a good relationship with your reps, they will be more likely to trust you and support your decisions. Take the time to get to know them as individuals, and show them that you care about their success.

2. Communicate clearly and frequently: Keep your team informed about what's going on in the company, and make sure they understand the reasoning behind your decisions. If they feel like they're part of the decision-making process, they'll be more likely to accept the outcome.

3. Be transparent: Don't try to hide bad news or sugarcoat difficult decisions. Your team deserves to know the truth, even if it's not what they want to hear. Honesty and transparency will help you build trust and credibility with your reps.

4. Develop your emotional intelligence: Front line sales managers need to be able to read the room and understand the emotions of their team members. This means being able to pick up on nonverbal cues, listen actively, and show empathy when necessary.

5. Focus on results: Ultimately, the best way to balance advocacy and promotions is to deliver results. If you can help your team achieve their goals while also driving revenue for the company, you'll be in a strong position to advance your career.

In conclusion, front line sales managers have a challenging job. Balancing advocacy and promotions requires a lot of skill and emotional intelligence. But by focusing on the best interests of the company, building strong relationships with your team, communicating clearly and frequently, being transparent, developing your emotional intelligence, and delivering results, you can succeed in this role and achieve your career goals.