Ep3 Setting Up a Strategic Sales Enablement Function & Charles Dickens

Welcome to the Inside Sales Enablement Podcast, Episode 3Do you believe Sales Enablement is a function and profession? In this episode, Scott Santucci & Brian Lambert discuss the challenges they've encountered in living and driving transformations. In today's evolving business landscape, Sales Enablement leaders are often asked to transform from within. Whether it's new programs, new tactics, or even new organizational structures, Sales Enablement leaders and their teams are often "first through the wall." Being in that position, means you're trusted. The strategy is entrusted to you. People and resources are entrusted to you. Your credibility matters.We talk about the evolution of bookkeeper to CFO and what that meant to finance -- and its implication to sales enablement leaders. While many believe that sales enablement is a task or technology, we know that sales enablement is a function that translates strategy to execution. To tackle strategic and tactical at the same time, you have to be purposeful. To be purposeful, you have to be thoughtful. Listen to Scott's story about how he got into Sales Enablement and how structures and outcomes are critical to success with the C-Suite. 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:Intro 00:03Welcome 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 Sam Tucci 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 00:33Hi, this is Scott Santucci.Brian Lambert 00:35Hey everybody, Brian Lambert here and we are the sales enablement insiders. Our podcast is dedicated to asking the big questions you should be asking if you want to be successful with sales enablement. And in this podcast, we're going to talk about trying something new and more importantly about being transformative. You know, sales enablement is a transformative role and a lot of us get hired to Do transformational work. And there are a lot of people talking about the transformative benefits of sales enablement. But what is transformation really mean? What does it mean to be a leader in these transformations? And to me, it all boils down to Are you a person that executives can trust to take the company or take the department or take the vision and make it a reality. And we talk about doing something new like that, you've got to be credible in how you go about it. In other words, people have to put their futures, their direction, their ideas, their processes, even their products in your hands. And to me that credibility has to be earned. And not just given because you have a title. And Scott, that's what I want to talk about today is this idea of credibility, and where that comes from in this role.Scott Santucci 01:50So as always, we'd like to frame things out with with a story. I'm going to tell I'm going to leverage a little bit a little bit of the ideas from Charles Dickens. Charles Dickens, as you probably know, is an author at the turn of the century, really talking about issues dealing with the cutover from an agricultural to an industrial revolution. There's really two ideas that he's, he's famous for. Everybody knows the tale of two cities, and specifically that wonderful quote, it was the best of times. It was the worst of times. It was an age of wisdom. It was an age of foolishness. So, we have that have