Every once in a while in your professional career, you get to witness something new and exciting that could change the landscape of how you will work going forward. It’s happening right now in the emerging Sales Enablement space, and I would like to share what I’m seeing.
What’s going on? Read the rest of this entry »
August marks the countdown before a new school year, even if it’s been years since your K12 or college days. Now’s a great time to reflect on what has or has not been accomplished during the summer. While summer’s not the lazy vacation it might have been in years gone by, the longer hours and agreeable weather bring about a change of pace and offer a chance to achieve something that you simply didn’t feel you had time for earlier in the year. The possibilities during summer months are endless—and there are many online references to consult. Both formal and informal activities count: Read the rest of this entry »
In today’s “Do more with less” economy, senior executives are taking a step back and looking at many of their programs and asking their teams, “What’s the business impact?” From sales kickoff activities to enablement programs and new hire training programs, they’re looking for justification on why they should fund such programs. A consistent program under the microscope by sales leaders is the new hire sales training program. Read the rest of this entry »
Organizations struggle to find sustainable competitive product advantages. The pace of change in today’s business environment has resulted in significantly shorter product cycles. In her new book The End of Competitive Advantage, Ruth Gunther McGrath says that strategies built upon differentiators are becoming irrelevant.
Her view is that organizations must forge new paths to winning: capture opportunities fast, exploit them decisively, and move on even before they are exhausted. CEOs who recognize the shortcomings in trying to leverage product advantages are likely to turn to new strategies to achieve business plans.
Potential problems can arise when senior executives create sound strategies that assume employees have the requisite competencies to execute them. Skill and knowledge gaps can undermine what are otherwise brilliant strategies. Read the rest of this entry »