ATD Blog
Getting Scrappy About Sales Enablement
Thu Mar 24 2016
Content
I started my career as a classroom teacher. I poured a ton of my own money into my classroom because I felt that it would impact my students’ ability to learn. When I transitioned into sales enablement, I thought I wouldn’t have to worry about getting money for my revolutionary take on teaching salespeople. Aspirational? You bet. Realistic? No way.
I started my career as a classroom teacher. I poured a ton of my own money into my classroom because I felt that it would impact my students’ ability to learn. When I transitioned into sales enablement, I thought I wouldn’t have to worry about getting money for my revolutionary take on teaching salespeople. Aspirational? You bet. Realistic? No way.
Content
I was totally surprised when I went to purchase the “latest and greatest” tool or program that I knew was going to increase learning for my salespeople exponentially. I presented these learning plans to the organization’s stakeholders, only to have my request denied. (Trust me, it wasn’t because of lack of preparation or passion.)
I was totally surprised when I went to purchase the “latest and greatest” tool or program that I knew was going to increase learning for my salespeople exponentially. I presented these learning plans to the organization’s stakeholders, only to have my request denied. (Trust me, it wasn’t because of lack of preparation or passion.)
Content
I was frustrated, and immediately felt that the organization didn’t care about learning. That wasn’t true, though. If they didn’t care about learning, I wouldn’t be employed.
I was frustrated, and immediately felt that the organization didn’t care about learning. That wasn’t true, though. If they didn’t care about learning, I wouldn’t be employed.
Content
Here’s what I learned: My stakeholders are not in the business of education; they are in the business of making money. Profits guides their focus and decision making, and they typically look for a “sure bet” when spending resources. But learning is squishy, and it can be tough to make a solid ROI case.
Here’s what I learned: My stakeholders are not in the business of education; they are in the business of making money. Profits guides their focus and decision making, and they typically look for a “sure bet” when spending resources. But learning is squishy, and it can be tough to make a solid ROI case.
Content
I talk about this epiphany like I figured it out years ago. But, nope. This just happened over the past few weeks. I joke with the executive vice president that she crushed my soul my first 60 days on the job. She didn’t really crush it, she just taught me that I need to be scrappy.
I talk about this epiphany like I figured it out years ago. But, nope. This just happened over the past few weeks. I joke with the executive vice president that she crushed my soul my first 60 days on the job. She didn’t really crush it, she just taught me that I need to be scrappy.
Content
What’s more, I know I am not alone. My session at ATD 2016 International Conference & EXPO will focus on how to effectively build a sales enablement program on a limited budget. I will hit on a few key themes in my “Interactive, No Death by PowerPoint,” session:
What’s more, I know I am not alone. My session at ATD 2016 International Conference & EXPO will focus on how to effectively build a sales enablement program on a limited budget. I will hit on a few key themes in my “Interactive, No Death by PowerPoint,” session:
Content
how to get and maintain support of your sales leadership team
how to get and maintain support of your sales leadership team
Content
a practical use of the new ATD world class sales competencies model
a practical use of the new ATD world class sales competencies model
Content
a holistic approach to ramping your salespeople
a holistic approach to ramping your salespeople
Content
how to approach your enablement design into consumable chunks that your SMES can understand
how to approach your enablement design into consumable chunks that your SMES can understand
Content
how to build knowledge retention while holding your salespeople accountable.
how to build knowledge retention while holding your salespeople accountable.
Content
Join me May 24th for my session TU418 - Competency-Based Sales Enablement: Don’t Start With the Roof; Start With the Foundation!
Join me May 24th for my session TU418 - Competency-Based Sales Enablement: Don’t Start With the Roof; Start With the Foundation!