First, I’d like to thank ATD for the opportunity to speak at the 2017 Internal Conference & Expo! When I received the invitation, I was not only humbled but shocked! I’d worked & waited years for this opportunity…Now the fun starts! How do I hold the attention of a room full of your peers? How do I show value around the 20+ years of Sales Enablement tenure & experience that I amassed? Most importantly, how do I narrow it down to just (1) topic? Well, as they say, “sit back, relax, & share what YOU would want to hear”!
After endless pondering, I settled on Building A World Class Sales Enablement Program #HopeIsNotAStrategy!
What does “World Class” Sales Enablement look like? How many times have you been asked THIS question? Were you so shocked by the question that you didn’t have a clear, concise answer? Don’t worry if this is you, you’re not alone… I remember the first time that a Sr. Executive leader asked me this question, I was so stunned that I replied with the old tried & true answer of, “That’s a really good question”, which we all know is code for, I don’t have an answer that will make me sound credible so let me get back to you on that on. Well I quickly realize that I wouldn’t have too many more of those types of opportunities so I’d better be prepared with an answer quickly! This was the genesis of my 20+ years in Sales Enablement. That day I realized that building a world class Sales Enablement program would mean not only knowing the answer but helping to craft & define it!
I decided to let my key stakeholders, “Sales Leadership” answer this question for me. This would give me an opportunity to build a group of Champions on my behalf while showing them that my organization would NEVER build what we “think the sales organization needs”, but instead wanted to build a long-standing, mutually equitable relationship that would lead to the maturation, growth & success of the company!
There are (7) key steps to Building A World Class Sales Enablement Program!
- Articulating what Sales Enablement REALLY does
- Partnering with Sales to Craft the Blueprint To Success
- DefiningWhy a Sales Methodology is Critical
- Building a “Culture of Learning”
- Key Components to a World Class Sales Boot Camp
- Creating & Deploying a Centralized Communications Strategy
- Metrics… Metrics… Metrics (No ROI equates to NO value)
Remember… #HopeIsNotAStrategy
Thanks for sharing your time & looking forward to your feedback!
-RJ
