PRESENT:<\/strong><\/p>\n\ud83d\udcbc Dr. Fowler diagnosed a few challenges that Sales Enablement faces today:<\/p>\n
\ud83e\ude7a “I think there’s not enough sharing of best practices”<\/p>\n
\ud83e\ude7a “The quality of sales enablement as a profession has gone down pretty dramatically in the last five years.”<\/p>\n
1 – A lot of heads of sales are hearing from their investors that they need sales enablement but there was a period of time where I don’t think a lot of them really knew what it meant.<\/p>\n
2 – Heads of sales aren’t always great at hiring enablement. Recognizing talent can be difficult.<\/p>\n
3 – There is a lot of fluff. There was a period of time where sales was a lot easier and there’s an entire generation of people who are in sales enablement who didn’t have to figure out how to build a better machine. They could get away with adding more people to the machine and adding revenue by doing that. With venture capital drying up there’s a much bigger focus on productivity. In order to achieve productivity per rep, you have to build a better machine.<\/p>\n
\ud83e\ude7a The Doc offers REMEDIES to these challenges.<\/p>\n
\ud83d\udcbc Shawn shares a sample dive into RevenueReady’s Customer Journey Workshops and parallel playbook creation approach. <\/p>\n
\ud83d\udcbc The power of a bottom-up approach, involving Sales Managment \/ the front line in the problem framing and in the solution process. A top-down only approach lacks the tactical information from the field needed to correctly identify and frame the problem, make good decisions, and design a solid solution. It also increases adoption because the front lines were involved in shaping it. <\/p>\n
\ud83d\udcbc In order to succeed you must both design an effective intervention, and then execute the reinforcement required to drive real change.<\/p>\n
\ud83d\udcbc “Sales (Revenue) Enablement is the change management arm of revenue.” WGLL shoutout to Hillary Headlee who exemplified this at Zoom, having owned both global Ops AND Enablement …during the height of Covid! And now she’s doing it at the global Advisory Leader, Growth Team @ Insight Partners<\/p>\n
for 500-700 companies. <\/p>\n
\ud83d\udcbc Interview advice for Enablement: Focus on the first 90 days through the lens of the CRO. Have the attitude that you will onboard as if you are planning to be in the top 10-15% of their sales team. <\/p>\n
FUTURE:<\/strong><\/p>\n\ud83e\udd16 There’s increasing recognition of the role of enablement in change management and increasing recognition of the need for an explicit change managing function in organizations. At least in more successful companies, that’s what what enablement is going to be seen as.<\/p>\n
\ud83e\udd16 Increased focus on frontline managers on both the new and existing sales side of the house, because the reality is everything lives or dies with the frontline manager.<\/p>\n
\ud83e\udd16 AI is going to evolve and facilitate some things. The power of artificial intelligence to comb through, for instance, the thousands of minutes that are produced on a weekly basis in Gong or SalesLoft or whatever, and distill that down into insights or into moments that everyone should take notice of can be really powerful when it comes to training, coaching, and identifying what works. <\/p>\n
Please click \ud83d\udc47\ud83c\udffb, subscribe \ud83d\udcf2, listen \ud83c\udfa7 …and \ud83c\udf99\ufe0f join the conversation! <\/p>\n
ORCHESTRATE Sales!<\/p>\n
<\/p>\n
Erich<\/p>\n
#RevenueEngine #DigitalTransformation<\/p>\n
#RevenueEnablement<\/p>\n
#AiCuriousHumanEnthusiast<\/p>\n","protected":false},"excerpt":{"rendered":"