Enablement Pros: How Many Books Have You Read on Performance Improvement?
Mike Kunkle
??Author/Advisor/Course Creator: The Building Blocks of Sales Enablement | Modern Sales Foundations | Sales Coaching Excellence
Hey Enablers, Happy Friday! Mike Kunkle here. Welcome to this week’s edition of Sales Enablement Straight Talk!
Today, I want to discuss a topic that’s often overlooked: the tendency for many enablers to hold themselves back in this profession, by not exposing themselves to the broader world of performance improvement.
And let’s be honest—it’s not just enablers. I could just as easily say "company leaders." They fall into this trap, too. This narrow focus and lack of understanding of how to orchestrate organizational performance improvement is limiting our potential.
Introduction
"Advice about how to figure out what's right for you is 10X more valuable than being told what to do." -- Mike Kunkle
If you've followed me for a while, you've probably heard me say that enablement pros are too insulated, living inside our own little bubbles. Then when we get outside of one of our little bubble offices (home or work), we go hang with other enablement pros at conferences, inside a different, larger bubble, and tell each other what we've been doing.
Let me clarify that I do not mean this harshly, nor to criticize the kind, well-intentioned people who attend or present at these gatherings. (As a friend of mine says, "Please don't hear what I'm NOT saying.") But many have only a small handful of years in the field and haven't yet driven significant, measurable sales performance improvements at any one of their 2 or 3 sales or revenue enablement roles or companies.
They've not been part of leading and orchestrating a cross-functional, multi-project, phased plan that truly moved the needle on the metrics that matter and measured and reported it in such a way that the executive leadership team (ELT) believed and signed off on it.
Now, I am fond of saying that everything is a bell curve or a sliding scale, and that certainly applies here. I know some enablers who are excelling, doing impactful work, leading teams through complex challenges, and reporting significant, believable gains. But take the emotion out of it, for a moment, and look at what I am saying objectively, and tell me that I'm wrong. If you're being honest with yourself, I don't believe you can.
Expanding Horizons: Why Broader Exposure Matters
So why does this happen? In large part, I believe that this issue stems from enablers not exposing themselves to the broader and richer world of performance improvement.
Too often, enablers get caught up running one-off initiatives that have no tie to root-cause performance issues. Or, we are order-taking, responding to requests, and doing busy work that isn't tied to strategic objectives, goals, desired outcomes, or results. Without a deeper understanding of performance improvement, we risk staying in a reactive state, rather than becoming proactive change agents.
What do I mean by a lack of exposure to the broad world of performance improvement? Consider these disciplines:
All of these fields have been around far longer than sales enablement and certainly revenue enablement, and each can offer valuable insights. I could also add:
...but I'd hope those are already embedded into what most enablers are doing. (Though if we’re being honest, it’s still hit or miss on the leadership development front.)
Performance Consulting Books
I believe that Performance Consulting represents the highest and best possible future for sales enablement. It's a perfect fit for what we do. Continuing with the theme of "How Many Books Have You Read on Performance Improvement," here are some highly recommended books that delve into different aspects of Performance Consulting.
If you’re serious about improving sales performance, consider picking up one or two of these books to start, and work your way through the list. Each one will expand your thinking and give you a new set of tools to create a measurable impact.
Other Books
In addition to Performance Consulting, there are numerous other disciplines that can enhance your understanding of organizational dynamics and improve overall effectiveness. Below are some key texts across various fields, each offering valuable insights and strategies that can elevate your sales enablement efforts.
Organizational Development
Systems Thinking
领英推荐
Lean and Six Sigma / Business Process Management
Agile Methodology
Continuous Improvement
Change Management
Behavioral Management / Employee Engagement
These recommended readings span several disciplines, from organizational development to change management. Each title offers insights that can enrich your perspective on performance improvement, enabling you to integrate various methodologies into your sales enablement strategies. By expanding your knowledge base, you can drive more effective and sustainable results within your organization.
Create Your Personal Learning Plan
To truly excel in sales enablement, it's essential to continuously expand your knowledge and skills across a range of disciplines. In addition to the book recommendations above, the resources listed below provide valuable insights and practical applications that can enhance your performance consulting capabilities and overall effectiveness in driving organizational change. By proactively exploring these areas, you can create a well-rounded personal learning plan that aligns with your professional goals and the evolving needs of your organization.
Closing Thoughts
There are 48 books mentioned above (and 17 additional resources). In the early nineties, I set a goal to read 50 business books a year for 5 years. It wasn’t easy, but it was achievable. I actually did it for 10 years, then switched to book summaries, reading full books only when the summary offered something new or if a new book didn’t yet have a summary.
You don't need to be as extreme as I was. I was in my early thirties, and I was hungry to succeed. I wanted to figure out how to move the needle and to make an impact. For those who want the same, know that it’s possible — I did it, and you can too.
Take the time to review the books listed and select a good starting point for you. Explore the disciplines I listed and immerse yourself into those you're unfamiliar with. Begin applying what you learn. Perhaps, consider getting certified in Performance Consulting.
My results stemmed from the framework I built from all my learnings, experiences, and trial and error. Much of it was established long before "sales enablement" was a common term, but today, I refer to it as The Building Blocks of Sales Enablement. If you'd like to learn more about the Building Blocks and Systems, or incorporate them into your work, see:
RESOURCES
Lastly, here are five additional resources on the Building Blocks, Systems, and Performance Consulting, from past Sales Enablement Straight Talk newsletters:
Well, that's it for this week, Enablers! Did you learn something new reading/watching this newsletter? If you did, or if it just made you think (and maybe chuckle from time to time - bonus points if you snorted), share it with your favorite enablement colleague, subscribe right here on LinkedIn, and check out The Building Blocks of Sales Enablement Learning Experience . For other courses and content from Mike, see: https://linktr.ee/mikekunkle
Until next time, stay the course, Enablers, and #MakeAnImpact With #Enablement!
Should have Played Quidditch for England
1 个月Great recommendations Mike Kunkle thanks for taking the time for putting this together