Welcome to the Inside Sales Enablement Podcast, Episode 16
The more things change, the more they stay the same. For example, there was an old classification system the early Greeks came up with to classify the basic elements. In 1869, Dimitri Mendelev evolved that concept and began to classify the elements by their atomic mass. The idea of classification is critical to how you understand something. While sales managers have been critical to sales productivity for 100+ years, it's an often misunderstood role. The same applies here. Classification matters.
Let's face it. Buyers have evolved, marketers have evolved, IT teams have evolved, leaders have evolved. And that leads to an important question -- What about sales managers? How have they evolved? Companies expect a LOT out of their sales management team. How they view (categorize) their sales management team at the organization matters. Do they expect forecasts on time? That means managers have to spend time in spreadsheets and opportunity reviews.
What makes a sales manager today? As organizations modernize and evolve to close the gaps to customers, their role is evolving. How? In this episode, Scott and Brian explore the expectations of today's sales management team. They discuss the expectations placed on sales managers. And they offer a practical view of enablement that aligns not only to the challenges sales managers face, but also the productivity challenges in leading a team of customer-centered sellers.
Listening to this episode, you'll walk away with:
As always, let us know what you think.
Rudolph the Red Nosed Reindeer and Moving from Reactive Actions to Proactive Sales Enablement (Ep #24)
Lessons From the Ford Edsel Failure & Who's the Customer of Sales Enablement? (Ep#23)
Clarifying the Sales Enablement Operating Model to Elevate Strategic Impact (Ep#22)
The Scouts Scene in Moneyball & Figuring out Focus for Sales Enablement (Ep#21)
The Securities Act & A Foundation to Elevate the Profession (Ep#20)
The Professionalization of the Role & Inside the 1st Sales Enablement Summit (Ep#19)
Managing Up & Deploying Technology World-Wide (Ep#18)
Setting & Managing Expectations: A Case Study in Stakeholder Management (EP #17)
From PIP to Perform & Sales Simplification Strategies (Ep# 15)
Joe Gibbs & the Power of Coaching (Ep #14)
The Chicken Hawk & the Importance of Stakeholder Management (Ep #13)
The Hubble Space Telescope & Clarity for Sales Coaching (Ep #12)
Sales Kickoffs - What are Executives Getting for the Investment? (Ep# 11)
The NYC Police Department & Drving Sales Objectives (Ep. #10)
The Movie "Beaches" & Unclogging the Sales Pipeline (Ep# 9)
Building the Brooklyn Bridge & Sales Productivity Strategies (Ep #8)
A Listener Joins & Establishing a Sales Enablement Function (Ep #7)
Special Edition! Inside the Conference Board Sales Enablement Council Meeting (Ep #6)
The School System and The Role of Sales Training Today (Ep #5)
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