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Inside: Sales Enablement - Scott Santucci, Brian Lambert EPISODE 24, 15th December 2019
Ep24 Shift from Reactive to Proactive Sales Enablement & Rudolph's Island of Misfit Toys
00:00:00 00:41:21

Ep24 Shift from Reactive to Proactive Sales Enablement & Rudolph's Island of Misfit Toys

Welcome to the Inside Sales Enablement Podcast, Episode 24

Right now, growth is anyone's turf. Growth can be aligned to the sales department, the marketing department, business operations or the strategy team. Everyone "owns" the customer, and very few people have the answer when it comes to creating sustainable impact and success.

Today, only a few organizations have more strategic sales enablement capability aligned to the growth. The ones that do fold them into commercial operations or report directly to the CEO. While many Sales Enablement leaders aspire to become the Go-to-Market partner of the CEO, the reality on social media is quite different.  

The key question: Why are you here? Why does Sales Enablement even Exist?

Looking at the blogs, content, and discussions, there is certainly a big gap between the aspiration of Sales Enablement and the reality faced by many in the role. Transformation is happening in many sales organizations, but sales enablement is often a tactical "get stuff done" aspect of tactical decision making.

In this episode, the guys as a great question: "Are You Providing Strategic Sales Enablement or Are You the Land of Misfit Toys?" 

The answer to this question will determine your impact and success including:

  • allocating resources to projects you believe are most important.
  • defining who you report into
  • balancing the completion "fast tasks" with "strategic ongoing business impact"

That current state “island” of sales enablement is chaotic... it’s reactive. It’s where all the misfit initiatives are inherited by the VP of "broken things" end up.

In this podcast, you'll hear actionable approaches and real-world examples on how to balance the short-term with the long-term impact required to support transformations. Using examples such as onboarding and training, the guys talk about the strategies you need to help sellers get what they need to be successful.  

They will also share the discomfort many people have in being strategic (hang in there when you're listening!). The reward: Throughout the podcast, you'll learn how to do WITH sales, and stop doing TO sales.

As Jack Welch once said; "Control your own destiny or someone else will."

Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession.