ORCHESTRATE
THE CROSS-FUNCTIONAL
COMMERCIAL ECOSYSTEM
- Response Enablement Domain - Focused on facilitating reactive activities and “fixing” salespeople. Most comfortable commuting on the well-traveled left path of the status quo (and if any of that rings true, this site is probably not for you.)
- Talent Enablement Domain - Orchestrating learning and development across hiring, onboarding, coaching, development and evaluation.
- Message Enablement Domain - Orchestrating the various capabilities of the company into simple customer value based stories that communicate outcomes.
- Organizational Enablement Domain - Orchestrating systems, compliance, and complexity of business processes to simplify salespeople's work environment.
- Pipeline Enablement Domain - Orchestrating integrated programs focused on advancing opportunities across the sales stages without getting stuck.
- Commercial Enablement Domain - Orchestrating across all of the above while guiding execution of the go-to-customer strategy.
EMBRACE THE ORCHESTRATOR ATTRIBUTES
AND ENGAGE WITH IMPACT.
- Focus on the mission and goals
- Prioritize the right actions at the right moments
- Drive results by design, not effort
- Guide the narrative by confronting reality
- Unlock energy and create momentum
- Catalyze change through collaboration
- Simplify the Sales SYSTEM vs. fix the Sales PERSON
ORCHESTRATION REQUIRES
INNOVATION
Nothing is changing faster than the global business environment.
IN THE ERA OF DIGITAL DISRUPTION
SALES, MARKETING,AND OPERATIONS EXECUTIVES ARE STRUGGLING TO
LINK STRATEGY AND EXECUTION
AND ACHIEVE CUSTOMER-CENTRIC TRANSFORMATION OF THE SALES SYSTEM.
As a Commercial Enablement Orchestrator, you Can stand in the gap and ASSIST.
ENABLE THE SALES ENVIRONMENT
TO HELP SALES PEOPLE
DRIVE VALUE-BASED
CUSTOMER BUSINESS OUTCOMES
ORCHESTRATORS BLEND
STRATEGY + TACTICS
IT'S NOT ABOUT INCREASING ACTIVITIES...
IT'S ABOUT DRIVING STRATEGIC ACTION
You have many choices to make as you work in the gaps between functional groups. Blending both strategy and tactics requires you to build and align capabilities that your customer facing front line needs at scale, while also driving results with people who often don’t report to you.
DRIVE THE growth strategy:
vision
Go-to-Customer
balance
Master the Middle
optimization
Business-Within-a-Business
stratecution
prioritize and link tactics that work:
leadership
Be HEROIC
competence
Orchestrate
teaming
Collaborate and Activate
focus
for this site and community
There are plenty of groups that bring people together.
There is a lot of hype in the Sales Enablement space driven by vendors.
This site and podcast are for you if your mission is to assist your customer-facing front line to be successful in translating plans into action, integrating cross-functional commercial work groups, and activating your co-workers to achieve customer value driven outcomes together.
