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: ...Read More
Content
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Director, Sales Leader Excellence Coach at Salesforce • January 10
Most Relevant
Director, Sales Leader Excellence Coach at Salesforce • January 10
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 bo...Read More
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Director, Sales Leader Excellence Coach at Salesforce • January 10
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...Read More
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Director, Sales Leader Excellence Coach at Salesforce • January 10
One word: outcomes. Sales enablement should (and needs to be) tightly aligned to
business objectives & desired outcomes of the business/sales organization. When
you ti...Read More
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Director, Sales Leader Excellence Coach at Salesforce • January 10
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
seller...Read More
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Director, Sales Leader Excellence Coach at Salesforce • January 10
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 ...Read More
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Director, Sales Leader Excellence Coach at Salesforce • January 10
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 Outl...Read More
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Director, Sales Leader Excellence Coach at Salesforce • January 10
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 &...Read More
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Director, Sales Leader Excellence Coach at Salesforce • January 10
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 &...Read More
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Director, Sales Leader Excellence Coach at Salesforce • January 10
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 summ...Read More
Credentials & Highlights
Director, Sales Leader Excellence Coach at Salesforce
Sales AMA Contributor
Top 10 Sales Contributor
Knows About Sales Enablement, Developing Your Sales Career, Sales Interviews,
Pipeline Management...more