Episode 5:
Is sales enablement art or science? Roderick Jefferson says yes!About this episode
Roderick Jefferson brings a special blend of hands-on experience, including carrying a bag early in his career, and managing training, sales productivity and global sales enablement over the past 20+ years. He is a fellow founding member of the Sales Enablement Society. He is a frequent keynote speaker and published author.
Join our conversation on sales enablement -- how we define it, how the focus has gone from the "right content at the right time at the right place..." to changing seller behavior...to revenue enablement. Roderick looks at enablement with both an "art and science" lens; the art is the skill of the individual and the science is the measurement of results and a systematic focus on improving those results.
Key takeaways of our conversation:
- Useful metrics include - average deal size, deal velocity, new pipeline created, win/loss rates
- While sales coaching can be an important productivity multiplier, most organizations promote high performing sales people out of their high performing roles in to that of sales manager, expect them to coach, and then provide little or no coaching support
- The value of the sales enablement charter and the power of the partnership between sales enablement, sales leadership, marketing and product management
- Sales enablement is the glue that holds other organizations together and must be comfortable with constant change