{"id":10422,"date":"2024-03-07T07:00:00","date_gmt":"2024-03-07T12:00:00","guid":{"rendered":"https:\/\/www.orchestratesales.com\/captivate-podcast\/ises3ep8-bob-kelly\/"},"modified":"2024-04-18T13:53:56","modified_gmt":"2024-04-18T17:53:56","slug":"ises3ep8","status":"publish","type":"captivate_podcast","link":"https:\/\/www.orchestratesales.com\/captivate-podcast\/ises3ep8\/","title":{"rendered":"ISEs3 Ep8: Bob Kelly &#8211; Sales Management Association"},"content":{"rendered":"<div class=\"cfm-player-iframe\" style=\"width: 100%; height: 200px; margin-bottom: 20px; border-radius: 6px; overflow:hidden;\"><iframe style=\"width: 100%; height: 200px;\" frameborder=\"no\" scrolling=\"no\" seamless allow=\"autoplay\" src=\"https:\/\/player.captivate.fm\/episode\/0449f724-5bbd-4af4-9fa6-7122dce63cc4\"><\/iframe><\/div><p>On the eve of the Sales Management Association&#8217;s annual Sales Force Productivity Summit right here in the ATL at Emory University (NEXT week! March 12-13th &#8230;use promo code TAGFAM for nearly half off at <a href=\"https:\/\/salesmanagement.org\/event\/2024-sales-force-productivity\/\" rel=\"noopener noreferrer\" target=\"_blank\">salesmanagement.org<\/a>) SMA founder and commander-in-chief @Bob Kelly joins me to discuss the past, present and future of enablement through the lens of a globally recognized ambassador of Sales Management. <\/p>\n<p>HIGHLIGHTS from the SHOW:<\/p>\n<ul>\n<li>The first time bob heard Sales Enablement was from John Aiello and his partner Drew Larsen at the Savo Group in the late 90s\/early aughts. They had created a system for distributing content, they called sales asset management. Craig Nelson of iCentera was doing this as well.<\/li>\n<li>At that point Bob saw Sales Enablement chiefly as a solution for marketing.&nbsp; Due to Sale&#8217;s uncertain agency marketing couldn&#8217;t really see nor control what the sales force was doing with their content and feared much of it was going to waste.<\/li>\n<li>The Sales Management Association tends to be more broadly sales effectiveness focused, but they have had sales enablement sponsors \/ underwriters co create content with them including Brain Shark, Highspot and Seismic.<\/li>\n<li>Bob&#8217;s appeal on behalf of the SMA to those who have a niche focus in sales enablement \/ supporting the sales force is to learn about the bigger, broader issues affecting sales leadership, sales governance. <\/li>\n<li>&#8220;(At the SMA) we try to put our arms around a very diverse membership with that basic proposition, learn about the big ideas and get a broad understanding. A liberal arts education about what it means to work and to manage the sales function.&#8221;<\/li>\n<\/ul>\n<p>QUOTES of NOTE:<\/p>\n<ul>\n<li>&#8220;A criticism of sales enablement that I have that it&#8217;s too overreaching in its scope and definition. Only because it&#8217;s poorly defined.&#8221;<\/li>\n<li>&#8220;I would like to see sales enablement making better managers.&nbsp; That should be the charter.&#8221;<\/li>\n<li>&#8220;The traditional function of sales management,&nbsp; a nanny function of supervising, making sure people are doing the right things in the right spots, it&#8217;s largely a problem we automate now. So this has at least in theory, freed up some capacity to focus on more substantive things like making the sales organization better.&#8221; <\/li>\n<li>&#8220;Our research shows on average, large sales forces reorganize every three years. And often that&#8217;s in response to this fundamental need to change how the sales organization delivers value.&#8221;<\/li>\n<\/ul>\n<p>Don&#8217;t wait &#8211; hit PLAY! &#8211; to hear about&nbsp;all of the above<\/p>\n<p>&#8230;and so SO much more.<\/p>\n<p>Join in the journey with curiosity <\/p>\n<p>alongside those courageously treading <\/p>\n<p>the past, present, and future frontlines <\/p>\n<p>of a growing function and global profession. <\/p>\n<p>Please click \ud83d\udc47\ud83c\udffb, subscribe \ud83d\udcf2, listen \ud83c\udfa7 &#8230;and \ud83c\udf99\ufe0f join the conversation!&nbsp; <\/p>\n<p>ORCHESTRATE Sales!<\/p>\n<p>Let&#8217;s #ElevateEnablement TOGETHER!<\/p>\n<p>Erich<\/p>\n","protected":false},"excerpt":{"rendered":"<div class=\"cfm-player-iframe\" style=\"width: 100%; height: 200px; margin-bottom: 20px; border-radius: 6px; overflow:hidden;\"><iframe style=\"width: 100%; height: 200px;\" frameborder=\"no\" scrolling=\"no\" seamless allow=\"autoplay\" src=\"https:\/\/player.captivate.fm\/episode\/0449f724-5bbd-4af4-9fa6-7122dce63cc4\"><\/iframe><\/div><p>On the eve of the Sales Management Association&#8217;s annual Sales Force Productivity Summit right here in the ATL at Emory University (NEXT week! March 12-13th&hellip;<\/p>\n","protected":false},"author":96,"featured_media":10204,"comment_status":"open","ping_status":"open","template":"","meta":[],"captivate_category":[],"captivate_tag":[],"_links":{"self":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/captivate_podcast\/10422"}],"collection":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/captivate_podcast"}],"about":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/types\/captivate_podcast"}],"author":[{"embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/users\/96"}],"replies":[{"embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/comments?post=10422"}],"version-history":[{"count":1,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/captivate_podcast\/10422\/revisions"}],"predecessor-version":[{"id":10488,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/captivate_podcast\/10422\/revisions\/10488"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/media\/10204"}],"wp:attachment":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/media?parent=10422"}],"wp:term":[{"taxonomy":"captivate_category","embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/captivate_category?post=10422"},{"taxonomy":"captivate_tag","embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/captivate_tag?post=10422"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}