EPISODE · Aug 28, 2019 · 35 MIN
Ep16 Elevate Your Sales Management Role & Dimitri Mendelev
from Inside: Sales Enablement · host Scott Santucci, Brian Lambert
Welcome to the Inside Sales Enablement Podcast, Episode 16The 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. 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.EPISODE TRANSCRIPT:Nick Merinkers 00:00Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Saantucci and Trailblazer Brian Lambert as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.Scott Santucci 00:00I'm Scott Sachi.Brian Lambert 00:00I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement, leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.Scott Santucci 00:00Together, Brian and I have worked on over 100 different kinds of sales enablement initiatives, as analysts, consultants or practitioners, we've learned the hard way, what works, and maybe what's more important. What doesn't.Brian Lambert 00:00Our podcast is different. We use a conversational format to help share the experiences that only people who've been there and done that can provide, as we have been pushing the envelope in the profession for over a decade. And in today's show, we're going to discuss what changes in the marketplace that's causing you to re examine the role of sales managers. What is this idea or concept of role ambiguity? And why is it so destructive? And what are the five traits, timeless traits, sales managers should have to be successful in today's modern selling landscape? As usual, we start with a centering story to give our episode a theme. Scott take it away from here.Scott Santucci 00:00Thank you, Brian. And thank you all our listeners actually want to share a little bit an idea actually shared by one of our listeners. And I was talking with one of our listeners and he said, you know what we were doing. We're actually having a podcast listening club. And what they're doing is they're listening, they're sharing with their team.Brian Lambert 02:15That's cool,Scott Santucci 02:16a podcast, and then they're all talking about it the next day to come up with ideas and what inspired them was one of our earlier podcasts, it was the first one or the second one talking about how difficult it is to do all the internal selling. And this particular director like Geez,...
What this episode covers
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: A view of the challenges sales managers face A practical way to get started with enablement initiatives designed to help Helping managers tackle the pressures as they juggle execution with operating in a sales function Insights into the relationship between managers and sellers today 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.
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Ep16 Elevate Your Sales Management Role & Dimitri Mendelev
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