Shooting for moon!

I believe in goals. It’s never a bad thing to have a dream, but I’m practical about it. I don’t sit daydreaming about things that are impossible. I set goals and then work out how to achieve them. Anything I want to do in life I want to do well and not half-heartedly. It doesn’t matter what it is, or how hard it might seem, as the ancient Greek, Plato, said, ‘The beginning is the most important part of any work.’ A journey of a thousand miles starts with that first step. If you look ahead to the end, and all the weary miles between, with all the dangers you might face, you might never take that first step. And whatever it is you want to achieve in life, if you don’t make the effort, you won’t reach your goal. So take that first step. There will be many challenges. You might get knocked back – but in the end, you will make it. With that in mind I have taken pivot to empowering and creating greater impact in IBM's GTM and our customers transformation journey with hybrid cloud and AI as sales enablement leader for APAC geography.

For me, building a business is all about doing something to be proud of, bringing talented people together and creating something that’s going to make a real difference to other people’s lives.

What you have when you start a new role is a blank canvas; you have to fill it. Just as a good artist has to get every single detail right on that canvas, a businessman or woman has to get every single little thing right when first setting up in business in order to succeed. However, unlike a work of art, the business is never finished. It constantly evolves and it’s also not that easy to paint over your mistakes!

Having spent my entire career in technology and sales, What I’ve come to realize is there is an essential link between risk and business growth that many people overlook. From this vantage point, risk can be framed in a very positive light. Sales enablement is a thrilling up-and-down roller coaster ride that influences many aspects of business from growth, revenue to costs. It drives sales teams to peak performance and customers to brand loyalty. The philosophy that binds all aspects of sales enablement is the belief that scalable and repeatable practices lead to increased revenue. Sales enablement is therefore centered around getting sales teams into the right conversations with the right decision makers at the right time, and all in the right way. Sales enablement has a broad and powerful impact on business success-

1. Improvement in deal win rates
2. Faster new OI & pipeline impact
3. Bigger deals & less discounting
4. Deal velocity
5. Drive Growth Culture

In other words enablement is not a break-fix situation or a simple sales training solution, but instead a delicate balance of building and deploying a tools-based ecosystem designed to prepare our sales professionals to approach prospects and customers differently, while simultaneously removing non-revenue generating activities from their daily lives. Above all else, sales enablement is NOT about short-term solutions to long-term problems. If you understand this important truth, then you’re already halfway to shooting for moon for the exponential business impact.