Ep26 From Training to Talent Enablement

Welcome to the Inside Sales Enablement Podcast, Episode 26 What type of sales talent does your leadership team need, and what's your role in helping them acquire, develop, and improve those people? Respond to demand Generate demand What do customers think? In this podcast, Scott Santucci and Brian Lambert provide a foundation helps you answer questions like: How do you on-board salespeople when they all come from so many different perspectives How do you get agreement from sales managers on what they are supposed to do What’s the turnover rate of the sales force and are you using your top talent instead of bottom performers and how would you know When designing a development strategy, who do you listen to? Product, product marketing, sales leaders? Sales reps? Who gives inputs on the curriculum? How would you measure the impact of on-boarding programs across so many different teams? 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 00:02 Welcome 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 Santucci 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 00:34 Hi, I'm Scott Santucci Brian Lambert 00:36 And I'm Brian Lambert, 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 00:48 Together, 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 of what works and maybe what's most important, what doesn't. Brian Lambert 01:03 That's right, Scott. And we've had a lot of feedback since our last podcast, which was on the flavors of sales enablement. So much so that we've actually decided to deep dive. And today we're going to talk about one of those flavors in the talent flavor. So, Scott, let's walk through what we've been talking about what we've been seeing as we've engaged with our our customers and clients. Scott Santucci 01:26 Sure. So, to frame this out as if, if you're joining us, fresh and new on our podcast, welcome to insider nation, by the way that we frame this out is that sales enablement as it is a really giant topic, especially depending upon how you look at it. If you look at sales being the revenue of your company, and enablement is how you get more of it. Obviously, the scope can be very, very huge. And that's what we're seeing is we're seeing a lot of these different pockets and a lot of you know the most successful Strategic functions are emerging at intersection points between the sales organization and other organizations. So, for example, we I, we talked about the message, the message flavor, which is at the intersection point between marketing and sales, or the engagement, flavor, which is the intersection between marketing sales, business units and finance. It's a huge quagmire. And we also talked about the administrative or administer flavor, which is really at the intersection point between sales and, you know, the administration...