In this week’s podcast, we continue our conversation with Tamara Schenk, Research Director CSO Insights, from last week and discuss the findings from her latest research on Sales Enablement.
This week we will focus on questions like: ‘How do you create a culture of collaboration to maximize the outcome of your Sales Enablement initiatives’, ‘What is the latest thinking around sales onboarding’.
If you are interested reading the full report you can find it here (scroll down and download the CSO Insights 2016 Sales Enablement Optimization Study). If you would like to read more from Tamara I highly recommend her blog posts.
Welcome to Season Three, Episode 1. We kick off the latest season of the Sales Enablement Lab podcast with a conversation with Tamara Schenk. Tamara is Research Director at CSO Insights focussed on Sales Enablement. Tamara joined us earlier in season one for a conversation on ‘Why a Systems Approach to Sales Enablement is Crucial.’
In this episode, we will discuss the latest research from CSO Insights on Sales Enablement, based on a study and survey conducted earlier this year. Because of the wealth of information Tamara has to share this will be a two-part podcast.
This week we will answer questions like: ‘What is according to CSO Insights the latest definition of Sales Enablement?’, ‘How mature is Sales Enablement currently?’ or ‘What is the scope of Sales Enablement?’
If you are interested reading the full report you can find it here(scroll down and download the CSO Insights 2016 Sales Enablement Optimization Study). If you would like to read more from Tamara I highly recommend her blog posts.
Co-Host Tamara Schenk - CSO Insights, a division of MHI Global
Tamara Schenk is a Research Director at CSO Insights, a division of MHI Global, focussed on Sales Enablement. She is one of the key thought leaders and influencers in this rapidly evolving space.
During this week’s podcast Tamara shares her perspectives on Sales Enablement. She shares how she has seen Sales Enablement evolve from a highly fragmented function with disconnected programs to a much more integrated selling systems approach in the recent years.
Tamara shares how you can create your own selling system based on her four key principles:
Map your sales execution to your business strategy
Define which Sales Enablement Services you want to offer
Measure your impact through Sales Enablement Operations
Focus on reinforcement, adoption and change management
We also touch on the million dollar question, to who should Sales Enablement report in the organisation? Sales, Marketing or … ?
At the end Tamara will give you her top 3 tips you can use to start building your own selling system today!
Are you interested to participate in the Sales Enablement survey from MHI Research Institute? Visit Tamara’s blog and complete the survey. Upon completing the survey you will be able to download the CSO Insights’ 2015 Sales Management Optimization Key Trends Analysis and you will receive the 2015 Sales Enablement Study Key Trends Report in October.