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AMA: Salesforce Director, Sales Leader Excellence Coach, Grant Glaser on Sales Enablement
January 10 @ 12:00PM PST
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Salesforce Director, Sales Leader Excellence Coach, Grant Glaser on Sales Enablement
Top Questions
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 11
Getting feedback from sales (both leaders & sellers) is crucial. It'll help you assess success, relevance, and what you need to focus on next. It's easy to skip over & move onto the next project so make sure to prioritize feedback collection for every campaign, workshop, and training you support ......Read More
969 Views
2 requests
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 11
There are many of ways to incorporate feedback into your enablement work. One framework that has served me well is the, 'Successive Approximation Model (SAM)'. In summary, it's all about: * Preparation Phase - scope, collect, brainstorm, sketch, & prototype * Iterative Design Phase - design......Read More
701 Views
2 requests
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 11
Sales is an ever-evolving sport and there is no sitting on your laurels if you want to stay ahead. Companies are constantly on the look-out for cutting edge technology to train & tune sales skills, increase industry knowledge, and show-up well in-front of customers. Adoption of new tools, tac......Read More
1122 Views
3 requests
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 11
In-office, remote, and virtual training is all part of corporate learning, post-pandemic. Enablers need to think about, and design, learning that is effective across learning environment & geography. For this to be effective and for the skills to translate out into the 'real world', enablers need......Read More
605 Views
2 requests
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 11
Without feedback, you're building & delivering learning in a vacuum and not setting yourself up for success. To mitigate this: * Collect feedback early & often * Send a 5 question (or less) survey after a learning module * Host a debrief where learners can provide topical feedback in-person (......Read More
764 Views
2 requests
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 11
One word: outcomes. Sales enablement should (and needs to be) tightly aligned to business objectives & desired outcomes of the business/sales organization. When you tie learning programs to tangible outcomes & KPIs, you get more accurate success measures. This translates to happy learners and ......Read More
962 Views
2 requests
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 11
There needs to be a problem to solve. Begin by finding out what problem exists. Then, * Create a clear problem statement * Define the current vs. desired future state * Outline KPIs/metrics you want the program to impact * Build an MVP to shop around with sellers & sales leaders * Ensure......Read More
1191 Views
1 request
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 11
You'll get many enablement requests from a vast number of sources. I recommend triaging using this flow: * Inbound request for enablement * Substantiate with data (where & when possible) * Identify outcomes to measure & impact * Understand if the gap is: skill, will, or knowledge * Define l......Read More
1031 Views
2 requests
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 11
Many of the large research firms (ex: Gartner) and other smaller societies exist. They put out interesting reports, whitepapers, and findings that showcase new enablement technology, sales trends, and changes in the learning space. I'd recommend: * Check-out new & topical books * Subscribe ......Read More
1067 Views
1 request
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 11
Great question & cross-functional support is paramount to success. My best recommendation: * Find common areas of overlap or shared interest * Align on the outcomes you both want to impact * Setup a 'stand-up' cadence (weekly/bi-weekly) On more extensive efforts, a project manager can be hel......Read More
890 Views
2 requests
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 11
I enjoy companies that operate from a set of core values & principles. Step one is to call out learning as core to the business's success. Next, you should consider: * Praising knowledge sharing * Driving a learning culture from the top-down * Offering easy ways for people to share their ......Read More
1522 Views
2 requests
Grant Glaser
Salesforce Director, Sales Leader Excellence Coach • January 11
Begin by baselining critical metrics for new seller success. It could be things like: time to first deal, deal velocity, time to pipeline, etc. Then: * Divide new sellers into 'cohorts' * Measure their metrics against more tenured seller cohorts * Understand trends that support or refute y......Read More
760 Views
1 request
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