{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2Ff1d1ae4a-2878-4986-a792-714453f5b599","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"","title":"Ep5 The Evolution of Sales Training & The USA School System","description":"Welcome to the Inside Sales Enablement Podcast, Episode #5\r\nEveryone Agrees Sales Training is Important- So why the friction between sales and LandD?\r\nIn this episode, Scott Santucci and Brian Lambert discuss the role of people. Sales Enablement is a people profession and sales enablement leaders are focused on human behavior and skills of sellers (or as CEOs often say \"manufacture their reps.\" The challenge for many \"classically trained\" LandD professionals lies in balancing the hyper-specialization and needs of the seller with the desired by executives to run as a shared service function. Sometimes the LandD function and people within it aren't often set up to support Sales.\r\nThis creates a fundamental question: Why is so much sales training outsourced? Why are sales processes off-limits to the training function? And when sales enablement equals training, why is it considered tactical delivery?\r\nIf training organizations aren't comfortable engaging strategically on developing talent, or aren't deemed \"valuable\" by executives that's a problem. Brian and Scott talks about his journey to tackle this gap and enable the trainers to close the gap to sales teams through research, processes, and outputs. Why terms like ADDIE and rigid LandD approaches don't resonate with other groups including the CEOs view of \"training.\"\r\n\r\nJoin 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.","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/b64ac259-3f8d-4ea4-8af2-e457b2d14128/5.png"}