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Playing the Right Game to Win

The proper strategy for building an enablement program is to define the sales competencies you need to focus on before trying to fix the problem.


Tue Dec 08 2015


The final interview for my current position as field enablement manager at Appirio was in a Starbucks in Indianapolis with my future director. During the interview, I pulled out a deck of cards and started dealing them to him without identifying the game we were going to play. I explained to him that starting to build an enablement program without clearly defining and agreeing on sales competencies is like dealing cards to your salespeople and not telling them what game you are playing.

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December 2015 - TD Magazine

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