The Evolution of the Sales Enablement Profession: What are YOU working on?

Sure, Scott authored what was arguably THE original definition of / framework for the Sales Enablement function ten years ago at Forrester.?This is 2020.?

We are way beyond "what is the definition of?"?Sales Enablement IS a thing.?The proverbial platypus.

And we should continue to evolve. So "what is the problem we are solving?"

In 2020 the question that defines Sales Enablement is simply this:??What are we working on?

And what a perfect time / place to ask.?At?SES EXPERIENCE 2020:?Forward Momentum for a New Decade.?

Where?Sales Enablement is at a Crossroads:

(Excerpts. The full 5.19.20 webinar is available on OrchestrateSales.com)

1. We are now in a digital economy… it is here to stay
2. People are more interconnected than ever before?
3. Customers expect you to “make sense” (to connect the dots) -- they want a cohesive commercial experience.
4. Customers get confused when dots are not connected
5. Confused customers do not buy?
6. Connecting dots for customers is called cohesion?
7. Your business is set up in silos; contributing to confusion
8. Your company needs an execution fabric to align silos
9. Sales Enablement can evolve to provide this fabric
10. Enablers must evolve into orchestrators to provide this

What is an #Orchestrator? People who lead boldly in simplifying the selling system across functions.?Their goal is a?cohesive, frictionless Commercial Customer Experience.

A majority of Sales Enablement practitioners today are still stuck in a rut of Response Enablement. DOing TO Sales. Facilitating off the shelf activities and "fixing" salespeople. They haven't yet begun Orchestrating turn-key services that sales leaders understand, and other groups can plug into and scale to help the entire organization be successful.?

Good news.?There are multiple?Domains of Enablement?where practitioners ARE, in fact, elevating the profession.?Chartering?and?Orchestrating an?effective?Business-Within-a-Business.?

• Talent Enablement?
• Manager Enablement
• Partner Enablement
• Pipeline Enablement?
• Message Enablement?
• Organizational Enablement?
• Commercial Enablement (spanning the entire org)

So?...what?are YOU working on??

Which domain of the?Enablement landscape do you currently call home??

Where do you want to go next?

If you STILL haven't yet registered for?SES EXPERIENCE 2020:?Forward Momentum for a New Decade,?DO SO ASAP! The networking and knowledge are absolutely priceless. And you will have access to most all of the content.

Don't miss?Scott Santucci?'s?Expert Pod in the Founders Room?session tomorrow at 4:15/EST at?SES Exp 2020 nor the pre-discussion in?the SES Experience Circle (Forums).

#salesenablement

#orchestrator