Inventory Enablement Impacts

The action lab format is a guided journey through the 15 milestones of sales and commercial enablement success.

Milestone 3: Inventory Enablement Impacts

This milestone is focused on defining or predicting the positive and negative consequences of your initiatives, processes, and people.  Negative impacts can include disruptions to a team, function, business or even processes and systems.  Positive impacts  can include the impact on sales results, process efficiency, and elevating skills (to name a few).  In this milestone, you will want to identify and collect information (inventory) the relevant data, which can be used to develop strategies for evolving the function and proving you are getting traction. Without a way to inventory the impact of your function,  it will be impossible to prove the business value of your strategy and approach.

Enablement priorities:

1. Define team skills and roles required to achieve end-state vision
2. Inventory existing processes
3. Identify procedures, standards and techniques to improve outputs
4. Identify barriers to effectiveness and efficiency

Recommendations:

1. Identify what impacts matter to internal customer(s) and stakeholders.
2. Take the time to identify what results to achieve, as well as what progress looks like along the way. Many times, enablement leaders don’t celebrate the incremental steps that lead to the result. Recognize the small wins and progress along the way.
3. Impacts can be internal or external to the function. Spend more time focused externally. Ideally as close to customer conversations as possible.
4. There are many factors contributing to impact. Orchestration is required and that means bringing together people, information, technology and process.
5. Be zealous about sales conversations. Never forget that is your primary reason for doing what you’re doing. Build relationships that help you spend more time with sales.

Potential risks:

• Don’t be myopic. Take the time to identify how you can positively impact the customer experience and your company’s customers.
• Though this may be difficult to quantify early on, it will inform your approach and help you stay focused on what matters most – the customer conversation. With that in mind, you will need to be very intentional about managing stakeholders. Some will be aligned, others won’t. Some will be engaged, and others will be highly disengaged and maybe even roadblocking your efforts.
• Make sure you spend the time to find out who is in your “coalition”

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