A four step process to agile and incremental enablement progress
06/26/20 • 35 min
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The Collaborator set with Bob Britton, President and Founder at Sales Enablement Sherpas, LLC as well as the Director of Sales Enablement at Netsurion.
In this interview, Bob shares his thoughts on how enablement should be run, as well as lays out a four step process to agile and incremental enablement progress. What are these steps?
1️⃣Triage - What's going wrong in sales, what's missing? Sales Coaching? Training? Content?
2️⃣Diagnosis - Look at data and user feedback, baseline sellers, etc...
3️⃣Prescribe - What are the solutions to what has been identified? Priorities? How much will you fix?
4️⃣ Treat - Start executing against the prescribed and agreed upon plans.
If you are in sales enablement or revenue enablement, it's worth digesting those four steps and considering how to use those as a part of your own efforts.
The Collaborator set with Bob Britton, President and Founder at Sales Enablement Sherpas, LLC as well as the Director of Sales Enablement at Netsurion.
In this interview, Bob shares his thoughts on how enablement should be run, as well as lays out a four step process to agile and incremental enablement progress. What are these steps?
1️⃣Triage - What's going wrong in sales, what's missing? Sales Coaching? Training? Content?
2️⃣Diagnosis - Look at data and user feedback, baseline sellers, etc...
3️⃣Prescribe - What are the solutions to what has been identified? Priorities? How much will you fix?
4️⃣ Treat - Start executing against the prescribed and agreed upon plans.
If you are in sales enablement or revenue enablement, it's worth digesting those four steps and considering how to use those as a part of your own efforts.
Previous Episode
Sales Enablement best practices for small enablement teams
Join The Collaborator as he chats with Stephanie Middaugh, head of enablement at Divvy, as he explores some critical sales enablement best practices for small enablement teams.
Listen to Stephanie to learn how she manages to deliver great results as a team of one.
Next Episode
Building a Sales Enablement practice from the ground up
Whether you are starting a new enablement function or running one that has been in place for some time, now is a great time to step back, review and update your strategy, and find ways to impact your business positively.
Imogen McCourt, Co-Founder & Chief Executive at AndGrow.io, has a lot of experience building enablement from the ground up. This experience has never been more critical.
In this session, The Collaborator sits with Imogen to explore her experiences building enablement teams from scratch and explore how those lessons learned can be applied now. Here are a few concepts to consider when building a new program:
1️⃣ Understand the pain points. Why did the business decide that investing in Enablement made sense now?
2️⃣ Who are the key stakeholders, who is funding the department, and how can you make them successful?
3️⃣Evangelize and educate the teams about Enablement and about where the Enablement journey is headed.
Trust Enablement's Podcast - Coffee, Collaboration, and Enablement - A four step process to agile and incremental enablement progress
Transcript
John Moore, the creator here again, this time I'm fortunate enough to have as a guest for the bob Britton. And I was Bob and I were laughing before we get on this meeting. Because the only time I think we've actually had an in person conversation I was telling him was, was at the last national sales enablement society event. Bob is just one of the funniest nicest people I had the chance to chat with. But we never seem to get in person toge
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