Sales Enabler of the Month: Meet Misha McPherson

Content

Misha McPherson is the director of worldwide sales and CSM enablement for Responsys. After 10 years of selling and managing customers, Misha McPherson came to the Learning and Development field 6 years ago to help inspire people to rise to their full potential. While her focus has been on developing training for customer facing roles, Misha has worked with employees from all departments. Misha has had the honor to develop, facilitate, and deploy training programs at Yahoo!, Monster Worldwide, Yammer and Responsys. Connect with Misha on LinkedIn .

Misha McPherson is the director of worldwide sales and CSM enablement for Responsys. After 10 years of selling and managing customers, Misha McPherson came to the Learning and Development field 6 years ago to help inspire people to rise to their full potential. While her focus has been on developing training for customer facing roles, Misha has worked with employees from all departments. Misha has had the honor to develop, facilitate, and deploy training programs at Yahoo!, Monster Worldwide, Yammer and Responsys. Connect with Misha on LinkedIn.

Content

How did you get started in your career? How has your career evolved?

How did you get started in your career? How has your career evolved?

Content

I started in the same way that I believe most people come to the field of Sales Enablement. I started by carrying a quota as a sales rep and an account manager myself. I sold for 10 years before I was finally tapped on the shoulder to come into training. I’m embarrassed to admit now that when I was first asked if I was interested in going into training, my answer was no. Luckily, I thought about it more, and I had the privilege of working for one of the best managers.

I started in the same way that I believe most people come to the field of Sales Enablement. I started by carrying a quota as a sales rep and an account manager myself. I sold for 10 years before I was finally tapped on the shoulder to come into training. I’m embarrassed to admit now that when I was first asked if I was interested in going into training, my answer was no. Luckily, I thought about it more, and I had the privilege of working for one of the best managers.

Content

**What skills or competencies did you need to advance in sales enablement?

**What skills or competencies did you need to advance in sales enablement?

Content

**

**

Content

I think there are three things that you need to be successful in sales enablement.

I think there are three things that you need to be successful in sales enablement.

1. Content

   A love for sales. If you are going into sales enablement, you better love sales. You should love sales pitches, sales strategy, and that unique sales personality. If you don’t love sales people, stay in general learning & development!

   A love for sales. If you are going into sales enablement, you better love sales. You should love sales pitches, sales strategy, and that unique sales personality. If you don’t love sales people, stay in general learning & development!

2. Content

   A thirst for learning. You have to constantly be in a quest to learn new things, both about sales and about learning & development. A great sales enablement professional should be a constant sponge. I spend more time on my own learning today than I did when I first came into the field.

   A thirst for learning. You have to constantly be in a quest to learn new things, both about sales and about learning & development. A great sales enablement professional should be a constant sponge. I spend more time on my own learning today than I did when I first came into the field.

3. Content

   A fearless attitude. I always tell people that at least once a year, you should scare yourself. I think the best professionals that I’ve seen are the ones who work hard to NOT get comfortable in their job.

   A fearless attitude. I always tell people that at least once a year, you should scare yourself. I think the best professionals that I’ve seen are the ones who work hard to NOT get comfortable in their job. 

Content

What steps did you take to rise in your career? What is one of the greatest lessons you have learned from your career journey?

What steps did you take to rise in your career? What is one of the greatest lessons you have learned from your career journey?

Content

In the beginning, I thought a lot about the training that I had received. What I got from that exercise is that I realized that every training opportunity either puts money in a sales rep’s pocket, or it takes it out. I still think about that today with every training experience that I put together.

In the beginning, I thought a lot about the training that I had received. What I got from that exercise is that I realized that every training opportunity either puts money in a sales rep’s pocket, or it takes it out. I still think about that today with every training experience that I put together.

Content

The greatest lesson I have learned—and I learned this the hard way—was to balance confidence in the programs I roll out with open ears for the field. It can be really easy to be overconfident in our own programs, or to try to create programs that make EVERYONE happy. I work hard to roll out programs that I believe in and am confident in. But then I also spend as much time as I can listening to sales leadership, field reps, and new hires.

The greatest lesson I have learned—and I learned this the hard way—was to balance confidence in the programs I roll out with open ears for the field. It can be really easy to be overconfident in our own programs, or to try to create programs that make EVERYONE happy. I work hard to roll out programs that I believe in and am confident in. But then I also spend as much time as I can listening to sales leadership, field reps, and new hires.

Content

What does a typical day in your life look like?

What does a typical day in your life look like?

Content

A typical day has me splitting my time between working on enablement strategy, working with my vendors, developing training, or managing the day in/day out coordination of events. In the beginning of my role, I spent the majority of my time in the classroom. Now I end up in the back of the classroom far more often.

A typical day has me splitting my time between working on enablement strategy, working with my vendors, developing training, or managing the day in/day out coordination of events. In the beginning of my role, I spent the majority of my time in the classroom. Now I end up in the back of the classroom far more often.

Content

What are the top three projects you are working on at the moment?

What are the top three projects you are working on at the moment?

Content

I know everyone says it, but I’m working on building a truly world class sales onboarding program at Responsys. Specifically, I am preparing for the next three sales bootcamps. We currently have a two-bootcamp series, and will be looking to bring on a third. I will be running two concurrent bootcamps in California in September, and then another one in the United Kingdom in October.

I know everyone says it, but I’m working on building a truly world class sales onboarding program at Responsys. Specifically,  I am preparing for the next three sales bootcamps. We currently have a two-bootcamp series, and will be looking to bring on a third. I will be running two concurrent bootcamps in California in September, and then another one in the United Kingdom in October.

Content

What is an area within sales enablement where you particularly shine? What are some best practices and resources you use to help you be successful in that area?

What is an area within sales enablement where you particularly shine? What are some best practices and resources you use to help you be successful in that area?

Content

In this new world where we are constantly faced with more information, I believe that social learning and informal learning need to take center stage. It’s too expensive to take sales reps away from their jobs for long periods of time. I find that the more we can bring in tools to help sales people help themselves, the better it is for the organization.

In this new world where we are constantly faced with more information, I believe that social learning and informal learning need to take center stage. It’s too expensive to take sales reps away from their jobs for long periods of time. I find that the more we can bring in tools to help sales people help themselves, the better it is for the organization.

Content

Internally, at Responsys, Chatter has made it much easier to bring our sales and CSM teams together to share best practices and to ask the hard questions.

Internally, at Responsys, Chatter has made it much easier to bring our sales and CSM teams together to share best practices and to ask the hard questions.

Content

If you could have three wishes granted to make your job easier, what would they be?

If you could have three wishes granted to make your job easier, what would they be?

1. Content

   An endless hiring pool. Responsys is growing quickly. That said, we are very careful about our hires. We need more top notch sales and CSMs to build out our sales organization, as well as more people for my team.

   An endless hiring pool. Responsys is growing quickly. That said, we are very careful about our hires. We need more top notch sales and CSMs to build out our sales organization,  as well as more people for my team.

2. Content

   A way to stop time for a moment. I cannot wait for our onboarding program to roll out. It’s always so difficult to wait, isn’t it?

   A way to stop time for a moment. I cannot wait for our onboarding program to roll out. It’s always so difficult to wait, isn’t it?

3. Content

   A learning management system (LMS) and an Intranet that no one complains about. I have yet to see either of those. I’m sure they are coming out at some point, though!

   A learning management system (LMS) and an Intranet that no one complains about. I have yet to see either of those. I’m sure they are coming out at some point, though!

Content

Where do you seek guidance and support?

Where do you seek guidance and support?

Content

I have a great network of other sales enablement professionals that I have met through ASTD, and I reach out to them as often as I can. I also read as much as I can, via books, blogs and Twitter.

I have a great network of other sales enablement professionals that I have met through ASTD, and I reach out to them as often as I can. I also read as much as I can, via books, blogs and Twitter.

Content

For instance, I always have a few books by my bedside. Right now, I’m reading Multipliers and re-reading Spin Selling . I also just picked up the Pleasures and Sorrows of Work.

For instance, I always have a few books by my bedside. Right now, I’m reading Multipliers and re-reading Spin Selling. I also just picked up the Pleasures and Sorrows of Work.

Content

How have you seen the sales enablement function change in the last 10 years?

How have you seen the sales enablement function change in the last 10 years?

Content

Sales enablement has a seat at the table now! Sales training used to feel more separate from sales, and less of a position of power. Today, I’m seeing sales enablement professionals having a real impact on the sales organization. We are seen as partners and advisors y.

Sales enablement has a seat at the table now! Sales training used to feel more separate from sales, and less of a position of power. Today, I’m seeing sales enablement professionals having a real impact on the sales organization. We are seen as partners and advisors y.

Content

What advice would you give a young sales enablement professional?

What advice would you give a young sales enablement professional?

Content

Get ready for the best job of your life. Never stop learning. Never stop listening to sales calls. Never get too far away from the customer.

Get ready for the best job of your life. Never stop learning. Never stop listening to sales calls. Never get too far away from the customer.

Content

Would you like to pose a question to the community?

Would you like to pose a question to the community?

Content

I would love an open discussion of what vendors are the best partners for you, but that may be a difficult conversation to conduct. So, a more general question is this: What is the number one best activity that you have your sales reps do, outside of shadowing other sales reps?

I would love an open discussion of what vendors are the best partners for you, but that may be a difficult conversation to conduct. So, a more general question is this: What is the number one best activity that you have your sales reps do, outside of shadowing other sales reps?

Content

Interested in being featured? Apply now to be the next ASTD Sales Enabler of the month !

Interested in being featured? Apply now to be the next ASTD Sales Enabler of the month!