Misha McPherson is the Head of Global Revenue Enablement at Coursera.  She joined The Collaborator to discuss her thoughts on key skills Enablement pros should have as well as thoughts on how to get started in an Enablement career.

Key skills and attributes that Misha shared were:

1️⃣ A true love of sales & people

2️⃣ Flexibility  / Ability to be creative

3️⃣ Unflappable reliance

What would you add to the list?

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and i’m super super excited to be here

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with misha

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i own chickens mcpherson right i mean

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come on you had to throw the chickens in

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there somewhere

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oh nice to meet you i actually delivered

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some some eggs to my my

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brand new neighbors just this morning so

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so awesome that’s a lot

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what’s your favorite though misha take

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it um introduce yourself

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you know sort of what you’re all about

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and what you do and we’ll go from there

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yeah absolutely so my name is misha

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mcpherson i’m one of the old old guard

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members of sales enablement i’ve been

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doing this for a long time

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um i am currently the the global head of

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enablement for coursera

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uh which is a company that i love they

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were a client of mine

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for a year before i joined them full

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time that’s awesome i

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love what they’re doing as a company and

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i love what we’re building

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so um i’m the global head of sales

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enablement for them i’m of the lead

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facilitator for sales enablement for

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sassy sales leadership

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um and other than that i’m just i i

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adore sales and implement i’ve been

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doing this for a long time

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it’s the only job i’ve ever worked in

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that i really feel like i could

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do this for the rest of my life and

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still keep learning and still keep

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loving it

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you know what i always tell people too

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misha it’s one of the best

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communities in terms of the

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professionals in the community

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so look every community has people

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you get along with and those who don’t

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but very few communities have

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just a lot of people that are willing to

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share and help each other

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to the level that you see it here yeah i

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agree and i think so much of it has to

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do with

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one it’s still fairly newish um two

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it’s um so many of us are in small teams

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so we’re hungry to talk to other great

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people and brainstorm with other people

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and then three just on top of it people

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who are driven to

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sales enablement typically love people

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you know we like to help

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we really do get a charge out of home

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pay that’s why we

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have a lower paycheck than staying in

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sales

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is because we genuinely get something

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out of the work itself so yeah i agree

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that it’s a great network

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yeah right on right on how did you how

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did you get into enablement because i

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know what we want to talk

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today about is a little bit about how

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people get into enablement how they can

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how did you get started i got into it in

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the probably the most standard the most

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normal way

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of getting into enablement so i sold for

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a long time

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i was an english major with a classics

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minor so safety safety and classics

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nice so there’s really there are two

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jobs i could take i could teach

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or i could sell and selling made a lot

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more money so i took selling because i

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had to pay the bills

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um school for 10 years and loved the

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company i was at

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uh so i didn’t want i didn’t want to

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move to another company to take on a

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sales leadership role so i was just

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waiting for a sales leadership position

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to open up

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yeah and they approached me to do sales

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training so when they pushed me to do

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sales training

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i started with that sales enablement

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wasn’t a thing yet

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um and then as soon as i saw the first

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sales enablement role that i could that

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actually was true which was at yammer

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about

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a long time ago that’s eight years ago

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or so that’s the first time i had the

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title of sales

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enablement that’s so cool though and it

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is

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i mean that is a pretty standard path i

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love

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i love hearing the stories though about

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how people get into it because people

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come from all over the place

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and not just you know come from sales

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kind of path but it’s it’s amazing to

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hear what people are doing and how they

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come by it

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yeah it’s there’s a lot of failed

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teachers

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there’s a lot of successful sales people

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who were ultimately failed teachers

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who get driven into sales enablement and

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i definitely count myself among

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amongst that group i love that

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what does your enablement team look like

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at coursera if i can ask that before we

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go forward

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well right now you’re looking at a very

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small team

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so there’s myself um i have a sales

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enablement contractor

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uh onboarder or onboarding specialist in

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london

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and then i have two accepted offers but

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because i’ve i’ve accepted their

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accepted offers in

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india and and in uh london

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i don’t get them for months so right now

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it’s just andrew kelly and myself

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we’re kind of holding down the fort um

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starting in january it will look very

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different so starting in january

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i will have a head of emea sales

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enablement

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sitting in in england i’ll have a head

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of aipac

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fingers crossed sitting in india a

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second sales enablement

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associate in india and then hopefully

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i’ll be able to keep my onboarding

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specialists

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um also in in london we are

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it’s very different so we’re

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headquartered in north america but

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because the majority of our growth

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um both in revenue and then following

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revenue as headcount

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is actually overseas we’re really

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building out a regionalized

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onboarding our regionalized onboarding

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and sales enablement program

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so yeah we’re going to be spread all

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over the world

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that’s fun though what a great challenge

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that will be yeah it’s going to be

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fantastic it’s actually it’s the first

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time i’ve done it this way

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typically i’ve always run global

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enablement programs but i’ve always run

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enablement programs that are based out

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of the us and i send people

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to overseas so actually starting the

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hiring with overseas i think it’s a very

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different way and it’s just it’s very

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reflective of the culture of coursera

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i love that i really do now how many

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people are is your team supporting

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so it depends on how you look at the

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number but call it around i call it

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around two to three hundred

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when you start looking at all the

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different supporting roles right so when

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you start looking at csms and sdrs and

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implementation managers and things like

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that um we are going through rapid rapid

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growth though so that number doesn’t

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necessarily that number is going to look

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different in a month

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in three months and six months next year

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i can’t even imagine

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oh that’s awesome i love what coursera

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does i mean i love the whole concept so

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it’s great to hear that you guys are

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growing and heading in the right

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direction

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and it’s a wonderful time for people to

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do remote education

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it is it is and it’s also it’s um in a

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in a period of time not to get political

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at all but in a period of time when a

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lot of people are just feeling under

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pressure

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and like what are we doing um

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there’s something really empowering

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empowering about working for a company

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that you really truly believe in what

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they’re what they’re trying to

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accomplish

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yeah right like really if you i do feel

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that the core might be

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being that education is so important to

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the happiness

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and success of humankind and so how do

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you make that available

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to everyone is just oh what an exciting

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charged opportunity to be part of so it

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really is so good for you and good for

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everybody involved that’s awesome

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um i got distracted there though but i

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i’ve always loved the whole remote

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education piece and i thought corsair

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has done a nice job on that front

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let’s dive back though to getting into

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enablement what are what are some of the

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key skills

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that you think people need to be

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building or at least have

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started some depth on again enablement

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successfully

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so the first thing and this is this is

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one of so i talked to a lot of people

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who are trying to get into sales

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environment for the first time yeah

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the first thing is is i do see there is

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a percentage of people who i see who get

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it who try to get into sales any moment

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because they like the money of sales

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but they don’t like the job of sales and

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i think that’s the that’s the complete

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opposite of what we need to see

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you have to like number one at the very

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core of sales enablement you have to

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love sales and you have to love sales

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people

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um so much of our time is spent

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championing sales people so much of our

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time is being

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and i must call it the pit bull but i

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it’s my favorite breed

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so i love goals but so much of our time

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is really spent pit bulling

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um the time of our reps are they

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spending too much time

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are they wasting too much time away from

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the dollar so i think

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number one love sales love the people

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who are involved in sales love the

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process of sales the the learning

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the education of sales that’s got to

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come number one

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it will make everything else a lot

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easier the second thing

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is a lot of flexibility and with that

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creativity

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so i’ll give you a really key example of

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this uh sales kickoff is coming

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for so many of us and we have to do

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sales kickoff in a way that none of us

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have ever done sales kickoff before

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oh the world changed completely for all

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of us yeah totally so how do you keep

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people engaged and interested

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for hours of presentation which

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there’s so many horrible things about

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covet one of the things i think is gonna

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it’s good is that it’s forcing us to be

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much better at our jobs

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how can we make these these sessions

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engaging

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and relevant and important to the people

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who attend

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so that takes a lot of flexibility and

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creativity you know there’s not

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there’s not one way to do it there’s

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many ways to do it

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what are some completely hair brained

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ideas that once we

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edit and shape and play with them become

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really interesting ideas

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i love how you said that misha it’s

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sorry to interrupt you but i love that

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because sometimes being creative means

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being unafraid to throw those hair

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brained ideas as you phrased it

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against the wall and see what actually

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makes sense when you shape it a little

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bit and play with it

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so i love that way of expressing it so

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and

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and then with that you know also comes a

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love of like the ability to network with

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people easily so with that one

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so i have a completely hair brand idea

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that i’m presenting to

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the leadership team later on this week

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and i had to

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like i i’m working on this idea so in

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order to make sure that i’m not

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crazy you know i called one of my

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favorite

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sales enablement people uh ross

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greenfield

0:09:24.160,0:09:28.959
um and she’s like we don’t

0:09:27.200,0:09:30.880
she’s she runs her own company there’s

0:09:28.959,0:09:32.320
there’s no nothing that connects us

0:09:30.880,0:09:33.600
other than friendship and love of sales

0:09:32.320,0:09:35.360
enablement

0:09:33.600,0:09:37.760
um and just be like you know hey like is

0:09:35.360,0:09:40.959
this completely am i two in the weeds

0:09:37.760,0:09:41.680
is this idea so lame like am i like

0:09:40.959,0:09:44.480
sitting here

0:09:41.680,0:09:44.959
hackling with joy and it’s going to just

0:09:44.480,0:09:47.040
fail

0:09:44.959,0:09:48.880
with reps or like what do you think

0:09:47.040,0:09:50.959
right and so having that ability to

0:09:48.880,0:09:52.880
reach out to people be like

0:09:50.959,0:09:55.040
i don’t know what do you think is this a

0:09:52.880,0:09:57.440
good idea or a bad idea

0:09:55.040,0:10:00.320
she liked the idea that’s awesome

0:09:57.440,0:10:02.000
reality is right now to me sure i mean

0:10:00.320,0:10:04.240
we’re all in this for the first time

0:10:02.000,0:10:04.800
together we’re gonna try some ideas

0:10:04.240,0:10:07.920
that’ll be

0:10:04.800,0:10:09.600
brilliant yeah and some that are just

0:10:07.920,0:10:12.160
gonna fall flat because we’re

0:10:09.600,0:10:13.920
all sort of going we’re all walking in

0:10:12.160,0:10:16.320
the dark together and trying our best to

0:10:13.920,0:10:18.480
find the light switch to go okay crap

0:10:16.320,0:10:19.760
so it may work it may not but that’s

0:10:18.480,0:10:22.959
that’s awesome though

0:10:19.760,0:10:25.440
the creativity the love of sales

0:10:22.959,0:10:26.959
um any anything else you’re like geez

0:10:25.440,0:10:28.480
you gotta

0:10:26.959,0:10:31.360
this is important if you want to be

0:10:28.480,0:10:34.079
successful here uh be unflappable

0:10:31.360,0:10:36.880
so the [ __ ] hits the fan on a consistent

0:10:34.079,0:10:38.320
basis in sales enablement you have

0:10:36.880,0:10:40.800
leaderships who are freaking out you’ve

0:10:38.320,0:10:43.680
got numbers that don’t get hit you have

0:10:40.800,0:10:45.440
events that you have 500 people coming

0:10:43.680,0:10:46.000
with you at questions at the same time

0:10:45.440,0:10:49.839
and you have

0:10:46.000,0:10:52.079
to be calm you always have to be calm

0:10:49.839,0:10:53.120
just consistently so i think having that

0:10:52.079,0:10:56.000
attitude of like

0:10:53.120,0:10:56.560
you know look we’re not curing cancer

0:10:56.000,0:10:59.279
this is

0:10:56.560,0:11:00.800
really important it’s really really

0:10:59.279,0:11:04.720
really important

0:11:00.800,0:11:04.959
but stay calm and work your way through

0:11:04.720,0:11:06.640
it

0:11:04.959,0:11:08.079
and think and like do everything you can

0:11:06.640,0:11:09.760
in advance to make sure that it doesn’t

0:11:08.079,0:11:12.240
that things don’t go wrong

0:11:09.760,0:11:14.160
right i like i spend so much of my time

0:11:12.240,0:11:16.560
i call it positive paranoia

0:11:14.160,0:11:17.200
and i spend like an inordinate amount of

0:11:16.560,0:11:18.560
time going like

0:11:17.200,0:11:20.880
okay what are all the things that can go

0:11:18.560,0:11:22.959
wrong and i’m super positive about it

0:11:20.880,0:11:24.640
i think it’s like i look at it as a game

0:11:22.959,0:11:26.079
this is fantastic

0:11:24.640,0:11:27.519
here are all the things that could go

0:11:26.079,0:11:29.040
wrong there’s so many things that can go

0:11:27.519,0:11:30.399
wrong and here’s a solution and here’s a

0:11:29.040,0:11:32.560
solution and here’s the solution

0:11:30.399,0:11:34.480
and oh still something comes up that

0:11:32.560,0:11:36.160
that’s amazing advice for anybody

0:11:34.480,0:11:38.480
running any type of pro

0:11:36.160,0:11:40.000
a project enablement or otherwise but

0:11:38.480,0:11:42.000
i’m with you completely having a

0:11:40.000,0:11:44.079
mitigation strategy and thinking for

0:11:42.000,0:11:45.519
each of the things that could go wrong

0:11:44.079,0:11:47.519
which means you need to take the time to

0:11:45.519,0:11:48.720
step back and think about it i’d also

0:11:47.519,0:11:50.000
argue with you though it’s not like

0:11:48.720,0:11:51.519
shit’s hitting the fan all the time

0:11:50.000,0:11:54.880
shit’s hitting the virtual

0:11:51.519,0:11:56.800
hurricane or tornado it’s going so it’s

0:11:54.880,0:11:58.800
it’s not like this little fan turning

0:11:56.800,0:12:00.399
things go crazy all the time all the

0:11:58.800,0:12:02.240
time and people

0:12:00.399,0:12:04.160
you have to look to somebody to say like

0:12:02.240,0:12:05.680
is like at the end of the day

0:12:04.160,0:12:08.160
especially thinking about things like

0:12:05.680,0:12:10.880
kickoff and events

0:12:08.160,0:12:11.519
you always turn to somebody to say to to

0:12:10.880,0:12:13.519
get your

0:12:11.519,0:12:15.120
um to get your your feeling your

0:12:13.519,0:12:16.720
feelings from right should i freak out

0:12:15.120,0:12:18.639
or should i be calm

0:12:16.720,0:12:20.480
and sales enablement ends up when we run

0:12:18.639,0:12:20.720
these events that everybody’s turning to

0:12:20.480,0:12:22.560
us

0:12:20.720,0:12:24.320
should i freak out or should i stay calm

0:12:22.560,0:12:26.399
and so i think if we can remain

0:12:24.320,0:12:28.240
unflappable because we have all the

0:12:26.399,0:12:30.160
solutions in the background

0:12:28.240,0:12:31.600
people look to us they see that and then

0:12:30.160,0:12:32.000
they calm down it’s kind of like when a

0:12:31.600,0:12:33.920
kid

0:12:32.000,0:12:36.240
falls and they look to the adults in the

0:12:33.920,0:12:37.920
room should i freak out should i cry

0:12:36.240,0:12:39.519
and if you’re like oh my gosh it’s okay

0:12:37.920,0:12:42.480
it’s okay it’s okay they cry

0:12:39.519,0:12:43.279
and if you’re like that was amazing such

0:12:42.480,0:12:46.399
a good fall

0:12:43.279,0:12:49.760
good job you’re okay then they amen

0:12:46.399,0:12:52.240
right my girls are 25 and 28 but i

0:12:49.760,0:12:55.680
remember learning that lesson fast

0:12:52.240,0:12:57.440
don’t react because if you do

0:12:55.680,0:12:59.760
and it really was a great life lesson

0:12:57.440,0:13:01.680
too so i love that example misha

0:12:59.760,0:13:03.200
let’s let’s let’s shift past the skills

0:13:01.680,0:13:04.000
though where the traits and the

0:13:03.200,0:13:06.079
attributes

0:13:04.000,0:13:07.839
how do people actually they’re like hey

0:13:06.079,0:13:08.800
they wake up one morning i want to get

0:13:07.839,0:13:11.279
into enablement

0:13:08.800,0:13:13.120
how do they start to approach that in

0:13:11.279,0:13:14.079
from your perspective your your history

0:13:13.120,0:13:15.760
and experience

0:13:14.079,0:13:17.519
yeah so i feel like the easiest way to

0:13:15.760,0:13:18.079
get into enablement is within your own

0:13:17.519,0:13:19.839
company

0:13:18.079,0:13:21.600
right so within your own company you

0:13:19.839,0:13:22.880
already know the sales process you

0:13:21.600,0:13:24.639
already know the people

0:13:22.880,0:13:26.000
you already have a good idea for what’s

0:13:24.639,0:13:28.079
wrong and what could be better

0:13:26.000,0:13:29.279
right so starting with starting with

0:13:28.079,0:13:31.120
that starting with

0:13:29.279,0:13:32.480
trying to get a role internally or at

0:13:31.120,0:13:33.360
least trying to get the experience

0:13:32.480,0:13:36.639
internally

0:13:33.360,0:13:38.160
i think it goes far um right like

0:13:36.639,0:13:39.600
there’s lots of other ways you can do it

0:13:38.160,0:13:42.399
you can just go get a job

0:13:39.600,0:13:44.320
you can go um i offer i i teach a

0:13:42.399,0:13:47.519
workshop on how to create

0:13:44.320,0:13:48.079
create sales enablement that is not

0:13:47.519,0:13:50.399
that’s not

0:13:48.079,0:13:52.320
those those three days which is now with

0:13:50.399,0:13:55.199
covet is over three weeks

0:13:52.320,0:13:57.040
there’s days over weeks right ours is

0:13:55.199,0:13:58.240
not going to be as real as getting your

0:13:57.040,0:14:01.279
hands dirty in

0:13:58.240,0:14:02.959
in the real life something people can

0:14:01.279,0:14:05.519
sign up for online though and

0:14:02.959,0:14:07.120
and experience or what is that yeah it

0:14:05.519,0:14:09.360
is so we do we do live

0:14:07.120,0:14:11.199
we do live virtual workshops um i am a

0:14:09.360,0:14:14.560
facilitator for sassy sales

0:14:11.199,0:14:15.279
leadership which is my my absolute

0:14:14.560,0:14:18.639
favorite

0:14:15.279,0:14:20.079
i i went through the courses of sassy

0:14:18.639,0:14:21.760
sales leadership before i actually

0:14:20.079,0:14:24.480
signed up as a facilitator

0:14:21.760,0:14:25.920
and created the program um but yeah so

0:14:24.480,0:14:27.440
if you go online you can see

0:14:25.920,0:14:29.040
what we have we have nothing signed up

0:14:27.440,0:14:30.800
for the rest of the year so

0:14:29.040,0:14:32.079
we’ll start looking in again next year

0:14:30.800,0:14:35.120
wow that’s cold though

0:14:32.079,0:14:36.639
yeah but your point is there’s lots of i

0:14:35.120,0:14:39.760
wouldn’t say there’s lots of

0:14:36.639,0:14:41.600
um things like that that you’re doing

0:14:39.760,0:14:43.680
that you’re offering but there are some

0:14:41.600,0:14:45.680
other ones there are there are

0:14:43.680,0:14:47.120
absolutely and it’s still not the same

0:14:45.680,0:14:49.199
as getting your hands

0:14:47.120,0:14:50.399
wet right like really kind of digging in

0:14:49.199,0:14:52.720
there and saying okay

0:14:50.399,0:14:54.399
so i see a problem with discovery i have

0:14:52.720,0:14:55.600
figured out a solution

0:14:54.399,0:14:57.519
hey i’m going to see if i can get the

0:14:55.600,0:14:58.399
rest of the rest of the cell seem to do

0:14:57.519,0:15:00.399
this

0:14:58.399,0:15:02.160
and you immediately run into the problem

0:15:00.399,0:15:03.600
that sales enablement runs into you well

0:15:02.160,0:15:05.760
people don’t want to listen to you

0:15:03.600,0:15:06.800
right so how do you get people to listen

0:15:05.760,0:15:08.399
to you

0:15:06.800,0:15:10.000
before you have the role so i think that

0:15:08.399,0:15:11.600
that’s probably the easiest way to do it

0:15:10.000,0:15:14.880
is do it within your role

0:15:11.600,0:15:16.639
second one is go look for the job um

0:15:14.880,0:15:18.079
but when you’re doing that i think it’s

0:15:16.639,0:15:20.000
really important to think about what

0:15:18.079,0:15:21.519
do you want out of this i think of when

0:15:20.000,0:15:22.880
getting into sales enablement i think of

0:15:21.519,0:15:24.320
is very much of

0:15:22.880,0:15:27.360
people who are the happiest think of it

0:15:24.320,0:15:28.880
as an education right so your first year

0:15:27.360,0:15:29.759
of doing sales enablement you’re there

0:15:28.880,0:15:31.040
to learn

0:15:29.759,0:15:32.959
so are you going to learn more about

0:15:31.040,0:15:34.720
doing it yourself are you going to learn

0:15:32.959,0:15:36.160
more by doing as a part of a team i did

0:15:34.720,0:15:38.959
it by myself

0:15:36.160,0:15:39.920
right um i as quickly actually take that

0:15:38.959,0:15:41.600
back i started with a

0:15:39.920,0:15:43.360
daring human being i was gonna say you

0:15:41.600,0:15:46.399
brave daring person

0:15:43.360,0:15:49.360
yeah but it’s so much easier to learn

0:15:46.399,0:15:50.880
from other people so really thinking

0:15:49.360,0:15:51.839
about what’s the type of company that

0:15:50.880,0:15:53.440
you want to join

0:15:51.839,0:15:55.279
what’s the so it’s not just about the

0:15:53.440,0:15:56.480
job or the title it’s

0:15:55.279,0:15:57.920
what do you want to get out of the

0:15:56.480,0:15:58.959
experience right what do you want to

0:15:57.920,0:16:00.959
what do you want to

0:15:58.959,0:16:02.639
to walk away from a year or two years

0:16:00.959,0:16:03.839
saying hey i’ve learned this i’ve done

0:16:02.639,0:16:05.360
this

0:16:03.839,0:16:07.199
so that’s just been very thoughtful

0:16:05.360,0:16:10.240
about where you actually want to work

0:16:07.199,0:16:12.000
an enablement the good

0:16:10.240,0:16:14.000
news and the bad news about enablement

0:16:12.000,0:16:15.279
is it means so many different things to

0:16:14.000,0:16:18.639
many different people

0:16:15.279,0:16:19.040
which i think is great yeah so i mean if

0:16:18.639,0:16:21.360
you

0:16:19.040,0:16:23.279
are let’s say you’re setting in sales or

0:16:21.360,0:16:24.480
customer success and want to get into

0:16:23.279,0:16:26.880
enablement

0:16:24.480,0:16:28.639
you can start teaching others you can

0:16:26.880,0:16:30.320
start creating content

0:16:28.639,0:16:31.519
you can look at processing i mean

0:16:30.320,0:16:32.720
there’s so many different things you

0:16:31.519,0:16:35.519
could be doing

0:16:32.720,0:16:36.160
in your day job just start to get some

0:16:35.519,0:16:37.839
experience

0:16:36.160,0:16:39.199
with it that you could then leverage as

0:16:37.839,0:16:41.199
you move forward

0:16:39.199,0:16:43.040
so i think that’s spot-on and taking the

0:16:41.199,0:16:44.800
time to learn too you know because so

0:16:43.040,0:16:46.399
much our job touches on hr

0:16:44.800,0:16:48.079
our job touches on organizational

0:16:46.399,0:16:50.399
development on sales

0:16:48.079,0:16:51.360
on marketing on sales ops like there’s

0:16:50.399,0:16:52.959
so much

0:16:51.360,0:16:55.360
so just to really take the opportunity

0:16:52.959,0:16:58.399
to learn learn and learn some more

0:16:55.360,0:17:01.199
before it’s your job is

0:16:58.399,0:17:02.959
love that i really do because i think it

0:17:01.199,0:17:03.519
can be as easy as just talking to people

0:17:02.959,0:17:05.280
too

0:17:03.519,0:17:06.880
hey what do you do what’s your pain

0:17:05.280,0:17:08.240
point let me grab lunch well

0:17:06.880,0:17:09.919
when we could sit together and have

0:17:08.240,0:17:10.799
lunch but you could still do it

0:17:09.919,0:17:12.480
virtually

0:17:10.799,0:17:13.919
right and like what does your day look

0:17:12.480,0:17:15.120
like you know i think that there’s often

0:17:13.919,0:17:16.400
there’s a lot of misunderstanding of

0:17:15.120,0:17:16.959
what our days look like and it’s

0:17:16.400,0:17:19.039
partially

0:17:16.959,0:17:20.400
because our days look differently based

0:17:19.039,0:17:21.919
on what type of sales and implement

0:17:20.400,0:17:23.919
we’re running you know like my day

0:17:21.919,0:17:26.000
today looks very different than it’s

0:17:23.919,0:17:28.160
going to look like next year

0:17:26.000,0:17:29.120
you know when you’re an army of one

0:17:28.160,0:17:31.600
versus when you’re

0:17:29.120,0:17:32.559
here yeah very different even just

0:17:31.600,0:17:35.360
having andrew

0:17:32.559,0:17:37.200
on board is it’s night and day to be

0:17:35.360,0:17:40.160
able to say hey this is your project

0:17:37.200,0:17:41.760
you own this we work together for great

0:17:40.160,0:17:43.360
success it looks very different than

0:17:41.760,0:17:45.600
right now

0:17:43.360,0:17:46.799
i love that really well let me let me

0:17:45.600,0:17:48.080
ask you this misha and i’m gonna i’m

0:17:46.799,0:17:49.919
gonna take it in a slightly

0:17:48.080,0:17:51.520
um broader or different direction

0:17:49.919,0:17:52.960
depending on your perspective

0:17:51.520,0:17:54.720
one of the things that i think we’re all

0:17:52.960,0:17:56.559
having great conversations about or

0:17:54.720,0:17:58.480
having more conversations about i think

0:17:56.559,0:17:59.679
around diversity inclusion belonging and

0:17:58.480,0:18:02.880
all of that

0:17:59.679,0:18:04.240
how can and we can take this anyway that

0:18:02.880,0:18:05.600
sort of makes sense based on your

0:18:04.240,0:18:08.799
perspective here but

0:18:05.600,0:18:12.080
how can we do a job as enablement

0:18:08.799,0:18:13.760
teams or leaders of trying to help

0:18:12.080,0:18:15.760
close that divide you know that

0:18:13.760,0:18:16.400
everybody that we’re all sort of talking

0:18:15.760,0:18:18.160
about

0:18:16.400,0:18:19.600
and the divide means different things

0:18:18.160,0:18:21.280
for different people

0:18:19.600,0:18:22.640
and all of that but what can we do in

0:18:21.280,0:18:24.080
your opinion

0:18:22.640,0:18:25.679
so it’s interesting i think that so much

0:18:24.080,0:18:27.360
of it depends truly to your point

0:18:25.679,0:18:29.360
depends on how much your your own

0:18:27.360,0:18:30.559
internal interest is on diversity and

0:18:29.360,0:18:32.880
inclusion and things like that

0:18:30.559,0:18:34.799
wow um i think i also think it’s really

0:18:32.880,0:18:36.480
interesting because sales has

0:18:34.799,0:18:38.960
has traditionally been a much more male

0:18:36.480,0:18:41.440
dominated field sales enablement is much

0:18:38.960,0:18:44.720
more i’ve seen it to be fairly equal

0:18:41.440,0:18:45.360
um it’s funny uh sassy sales leadership

0:18:44.720,0:18:47.679
we have

0:18:45.360,0:18:48.640
um matt runs programs specifically

0:18:47.679,0:18:51.520
around women

0:18:48.640,0:18:53.039
and and other and other minorities when

0:18:51.520,0:18:54.640
i was looking at it for sales enablement

0:18:53.039,0:18:56.559
i had no interest in doing it for women

0:18:54.640,0:18:59.039
because i feel like we’re pretty evenly

0:18:56.559,0:18:59.919
mixed in but i think even just if you

0:18:59.039,0:19:02.480
have a male

0:18:59.919,0:19:03.200
sales team if you have a sales team

0:19:02.480,0:19:04.640
that’s 80

0:19:03.200,0:19:06.799
male and you have somebody who is a

0:19:04.640,0:19:08.320
woman who is in sales enablement

0:19:06.799,0:19:09.919
who’s leading sales enablement that

0:19:08.320,0:19:11.440
automatically just adds a different

0:19:09.919,0:19:14.480
perspective in

0:19:11.440,0:19:16.000
um i think that so much of our jo our

0:19:14.480,0:19:18.000
job really does touch on it

0:19:16.000,0:19:19.679
you know in terms of having some

0:19:18.000,0:19:21.120
feedback on who’s coming in through the

0:19:19.679,0:19:24.320
hiring classes

0:19:21.120,0:19:25.840
you have diversity in that is you have

0:19:24.320,0:19:27.280
you have things that are going but is it

0:19:25.840,0:19:29.039
actually working in terms of who’s

0:19:27.280,0:19:31.039
actually getting hired

0:19:29.039,0:19:33.200
um and also just little things so like

0:19:31.039,0:19:35.760
for example going back to kickoff

0:19:33.200,0:19:36.799
um i was talking to another friend about

0:19:35.760,0:19:38.799
about one of the

0:19:36.799,0:19:41.200
ideas right we were talking about doing

0:19:38.799,0:19:44.320
a meal time a family meal time

0:19:41.200,0:19:45.360
right thinking inclusion to get

0:19:44.320,0:19:47.440
inclusion of you know

0:19:45.360,0:19:48.960
parents are feeling stressed they have

0:19:47.440,0:19:51.200
small kids at home

0:19:48.960,0:19:52.880
why don’t we do a meal and i hadn’t

0:19:51.200,0:19:53.919
thought about the perspective of not

0:19:52.880,0:19:56.000
everybody actually

0:19:53.919,0:19:57.520
really wants people to see who their

0:19:56.000,0:20:00.880
family makeup is

0:19:57.520,0:20:03.440
so i was thinking of it as my house

0:20:00.880,0:20:05.280
right but maybe maybe i’m closeted right

0:20:03.440,0:20:06.799
maybe maybe i have a wife but nobody

0:20:05.280,0:20:09.760
knows i have a wife

0:20:06.799,0:20:10.880
you know maybe i have you know who knows

0:20:09.760,0:20:12.640
what’s going on

0:20:10.880,0:20:14.799
maybe there’s a reason why i don’t want

0:20:12.640,0:20:15.679
to share with you what is going on in my

0:20:14.799,0:20:18.320
family life

0:20:15.679,0:20:20.240
so comfortable to share or not share

0:20:18.320,0:20:22.000
right so this idea of

0:20:20.240,0:20:24.559
right so like this idea of like let’s

0:20:22.000,0:20:28.480
have a dinner that’s inclusive

0:20:24.559,0:20:30.720
of of families automatically creates a

0:20:28.480,0:20:33.840
situation where it might make it

0:20:30.720,0:20:34.480
uninclusive for other people so it’s

0:20:33.840,0:20:35.760
just

0:20:34.480,0:20:37.600
it’s wonderful i wouldn’t have thought

0:20:35.760,0:20:39.840
of that misha i i really hadn’t thought

0:20:37.600,0:20:41.039
about that and what a

0:20:39.840,0:20:42.880
i just yeah i wouldn’t have thought of

0:20:41.039,0:20:44.640
that interesting me neither

0:20:42.880,0:20:47.280
me neither as which is why it was like

0:20:44.640,0:20:50.559
oh oh i had such a good idea

0:20:47.280,0:20:51.760
oh you just ruined it but i’m so

0:20:50.559,0:20:53.280
thankful because i would not have

0:20:51.760,0:20:55.600
thought about it

0:20:53.280,0:20:57.679
right now i’m with you i’m with you and

0:20:55.600,0:20:57.919
it’s so hard but it’s so important for

0:20:57.679,0:21:00.960
us

0:20:57.919,0:21:03.760
all to try to find ways to make

0:21:00.960,0:21:06.799
inclusion really inclusion and not a

0:21:03.760,0:21:08.000
you know we have exclusion and and

0:21:06.799,0:21:09.360
and i certainly wouldn’t have thought of

0:21:08.000,0:21:10.400
that so i’m glad you mentioned it

0:21:09.360,0:21:11.840
because i wouldn’t have had the brain

0:21:10.400,0:21:13.440
power to get there myself

0:21:11.840,0:21:15.280
well it also has it has to do with our

0:21:13.440,0:21:16.880
backgrounds right so like you have

0:21:15.280,0:21:18.720
the background that like we were talking

0:21:16.880,0:21:21.120
earlier i love your background right

0:21:18.720,0:21:22.559
and like you have a at least from this

0:21:21.120,0:21:24.720
what i see it like a fairly

0:21:22.559,0:21:27.520
normal family you know like oh we’re

0:21:24.720,0:21:29.840
we’re not normal we’re very strange

0:21:27.520,0:21:31.919
um if you mean you know typical manned

0:21:29.840,0:21:36.640
woman a couple of kids yes

0:21:31.919,0:21:36.640
the average the so-called average family

0:21:38.159,0:21:41.919
it was a dog but other than that you

0:21:40.240,0:21:42.400
know and like for me like you know yeah

0:21:41.919,0:21:44.640
like i

0:21:42.400,0:21:46.799
i’m in my like i’m in my 40s i don’t

0:21:44.640,0:21:48.559
have i don’t have kids i don’t so like

0:21:46.799,0:21:50.480
that’s a little bit different but i feel

0:21:48.559,0:21:52.240
very comfortable in it

0:21:50.480,0:21:54.400
which is why you and i wouldn’t think

0:21:52.240,0:21:56.960
about like oh wait maybe i’m hiding

0:21:54.400,0:21:58.880
it wouldn’t occur to us to hide our

0:21:56.960,0:22:02.080
backgrounds yeah

0:21:58.880,0:22:02.640
it’s just so so fascinating and we have

0:22:02.080,0:22:04.480
a little bit

0:22:02.640,0:22:06.320
more opportunity to think in that way

0:22:04.480,0:22:08.159
right because sales enablement as this

0:22:06.320,0:22:09.280
whole is holistic we get to think big

0:22:08.159,0:22:11.200
picture

0:22:09.280,0:22:12.960
and so that big picture means we get to

0:22:11.200,0:22:14.320
see some things that maybe others

0:22:12.960,0:22:16.240
wouldn’t have seen

0:22:14.320,0:22:19.760
and i know i try to spend time with our

0:22:16.240,0:22:21.280
hr team and sometimes i do

0:22:19.760,0:22:22.799
sometimes i do a good job of spending

0:22:21.280,0:22:24.720
more time with them and trying to listen

0:22:22.799,0:22:26.240
and understand and sometimes

0:22:24.720,0:22:27.919
i let it fall by the wayside

0:22:26.240,0:22:29.760
unfortunately but you’re right we have

0:22:27.919,0:22:31.679
the time

0:22:29.760,0:22:34.000
to really learn from each other and to

0:22:31.679,0:22:35.360
be very broadly involved

0:22:34.000,0:22:37.039
with the rest of the company in ways

0:22:35.360,0:22:39.280
that other teams don’t necessarily have

0:22:37.039,0:22:41.200
that ability so i think that’s wonderful

0:22:39.280,0:22:43.280
i was just um harry patel was just like

0:22:41.200,0:22:44.000
hey this is a cool topic nice topic

0:22:43.280,0:22:47.280
thank you

0:22:44.000,0:22:48.320
so oh great yeah um that’s cool no

0:22:47.280,0:22:49.440
that’s cool we don’t have to belabor

0:22:48.320,0:22:50.000
that but i think those are some

0:22:49.440,0:22:52.799
excellent

0:22:50.000,0:22:53.440
points there misha and and again i think

0:22:52.799,0:22:55.039
understanding

0:22:53.440,0:22:56.880
how our background shapes our

0:22:55.039,0:22:57.840
perspective our background our

0:22:56.880,0:22:59.600
experiences

0:22:57.840,0:23:01.200
is always important and whether we’re

0:22:59.600,0:23:03.679
talking about inclusion

0:23:01.200,0:23:05.440
or and that and that side of the

0:23:03.679,0:23:05.919
conversation or we’re simply talking

0:23:05.440,0:23:07.679
about

0:23:05.919,0:23:08.960
how do we work with sellers versus

0:23:07.679,0:23:11.120
customer success

0:23:08.960,0:23:13.840
based on what their distinct jobs are

0:23:11.120,0:23:16.320
having that openness and awareness

0:23:13.840,0:23:18.000
of the other person’s shoes and needs is

0:23:16.320,0:23:19.600
something that enablement really needs

0:23:18.000,0:23:21.679
to take on and be

0:23:19.600,0:23:23.360
thoughtful about well at the end of the

0:23:21.679,0:23:25.360
day it’s you know it’s what what is the

0:23:23.360,0:23:27.600
hurdle that that we’re facing as a as a

0:23:25.360,0:23:29.200
company and as a sales team right so

0:23:27.600,0:23:30.799
like when i i think a lot about

0:23:29.200,0:23:31.520
diversity including because a lot of the

0:23:30.799,0:23:34.880
companies i

0:23:31.520,0:23:36.559
i the company i work with today

0:23:34.880,0:23:38.559
we look at diversity inclusion we’re not

0:23:36.559,0:23:41.760
doing as good of a job as we want

0:23:38.559,0:23:44.480
to do as we need to do so that becomes

0:23:41.760,0:23:46.240
that’s a company initiative that becomes

0:23:44.480,0:23:48.159
my initiative right and then there are

0:23:46.240,0:23:49.919
other companies where i have seen

0:23:48.159,0:23:51.440
like we’re just missing the mark we’re

0:23:49.919,0:23:53.919
missing the mark from the

0:23:51.440,0:23:55.200
seller to the buyer because we have that

0:23:53.919,0:23:57.039
sort of siloed

0:23:55.200,0:23:58.559
opinion of this is the one way to sell

0:23:57.039,0:24:00.000
it’s kind of like method

0:23:58.559,0:24:02.159
right this is the one message to the one

0:24:00.000,0:24:03.520
buyer’s percent we’ve got 85 different

0:24:02.159,0:24:04.000
buyer percentages no we’ve got one

0:24:03.520,0:24:06.720
message

0:24:04.000,0:24:09.440
to one buyer persona we’re gonna miss

0:24:06.720,0:24:11.840
everybody else right so

0:24:09.440,0:24:13.520
it is it’s not a check mark it’s a

0:24:11.840,0:24:15.039
what’s going on with the company and

0:24:13.520,0:24:16.640
what’s what are we missing

0:24:15.039,0:24:18.159
what are we missing as a company that’s

0:24:16.640,0:24:19.840
gonna make our sales people more

0:24:18.159,0:24:21.760
successful and then if diversity

0:24:19.840,0:24:23.919
inclusion is part of it

0:24:21.760,0:24:25.039
and it’s something for us to work on so

0:24:23.919,0:24:27.279
smartly said

0:24:25.039,0:24:28.960
and i did and i ruined the english

0:24:27.279,0:24:31.520
language right there but i don’t care

0:24:28.960,0:24:32.720
really accent point what what haven’t we

0:24:31.520,0:24:34.799
chatted about misha that

0:24:32.720,0:24:36.400
you know from uh from any perspective

0:24:34.799,0:24:37.919
but certainly in terms of getting into

0:24:36.400,0:24:38.559
enablement or anything else that’s on

0:24:37.919,0:24:40.480
your mind

0:24:38.559,0:24:41.919
that we should have talked about yeah so

0:24:40.480,0:24:44.159
i think that the only other thing that i

0:24:41.919,0:24:44.480
would add to our conversation which i’m

0:24:44.159,0:24:46.799
sure

0:24:44.480,0:24:47.760
i know that you’ve covered in the past

0:24:46.799,0:24:49.360
but it is just so

0:24:47.760,0:24:50.960
is so important something that i’m

0:24:49.360,0:24:54.720
thinking all about a lot right now is

0:24:50.960,0:24:57.840
covet right so covet and how to be

0:24:54.720,0:24:59.840
how do we do a better job um

0:24:57.840,0:25:01.440
in engaging our people and and helping

0:24:59.840,0:25:02.960
our people and some of the little things

0:25:01.440,0:25:04.000
right and again kind of stepping out of

0:25:02.960,0:25:06.720
our own feet

0:25:04.000,0:25:08.480
um andrew and i were talking he recently

0:25:06.720,0:25:10.720
onboarded onto my team he recently

0:25:08.480,0:25:12.400
onboarded into coursera so he has the

0:25:10.720,0:25:14.080
point of view of somebody who is a

0:25:12.400,0:25:17.360
recent onboarder

0:25:14.080,0:25:20.559
at home alone

0:25:17.360,0:25:22.720
great very different and that is such a

0:25:20.559,0:25:25.440
so and it’s and he is a much more

0:25:22.720,0:25:29.840
extroverted personality i’m an introvert

0:25:25.440,0:25:29.840
um i love being alone you know

0:25:30.400,0:25:33.600
but you said that misha because i don’t

0:25:32.480,0:25:34.880
i do want to hit upon the point you

0:25:33.600,0:25:36.159
don’t have to be an extrovert to be a

0:25:34.880,0:25:39.200
great enablement person

0:25:36.159,0:25:41.520
no no no i i think that i think yeah

0:25:39.200,0:25:43.520
introvert extra i think we both bring so

0:25:41.520,0:25:44.720
much to the table but i think but also

0:25:43.520,0:25:46.880
having the perspective of

0:25:44.720,0:25:48.159
right like what is it like to be an

0:25:46.880,0:25:50.880
extrovert who’s onboarding

0:25:48.159,0:25:52.159
oh it is so how do we solve that how do

0:25:50.880,0:25:54.159
we make that how do we make that

0:25:52.159,0:25:56.080
how do we make that feel better right

0:25:54.159,0:25:59.039
how do we how do we make that how do we

0:25:56.080,0:26:01.039
be inclusive of extroverts within within

0:25:59.039,0:26:03.440
onboarding into a program

0:26:01.039,0:26:04.159
um and then ongoing you know like how do

0:26:03.440,0:26:06.240
we

0:26:04.159,0:26:08.159
because covetous is going to be here the

0:26:06.240,0:26:10.480
the ramifications of comet i think

0:26:08.159,0:26:11.840
are going to go on for a long time so

0:26:10.480,0:26:13.039
how do we do better go to market

0:26:11.840,0:26:14.799
trainings how do we do

0:26:13.039,0:26:17.039
better you know how do we how do we how

0:26:14.799,0:26:18.640
do we pivot our sales methodology to

0:26:17.039,0:26:21.679
support it

0:26:18.640,0:26:22.880
how do we do events like kickoff um so

0:26:21.679,0:26:24.640
i’m just i’m personally

0:26:22.880,0:26:26.080
spending a lot of time thinking and

0:26:24.640,0:26:29.600
talking to people about

0:26:26.080,0:26:31.200
how do we help support a sales team

0:26:29.600,0:26:32.960
in this new environment that’s new to

0:26:31.200,0:26:36.320
all of us yeah i think

0:26:32.960,0:26:36.320
you know regardless of

0:26:36.640,0:26:40.720
it shouldn’t be a political conversation

0:26:38.880,0:26:41.679
to talk about kogan but sometimes it

0:26:40.720,0:26:44.000
becomes one and i

0:26:41.679,0:26:45.440
and it’s not my intention regardless of

0:26:44.000,0:26:47.760
how long it’s here for

0:26:45.440,0:26:48.480
it’s gonna for a long time to your point

0:26:47.760,0:26:50.880
impact

0:26:48.480,0:26:52.799
our employees our buyers our customers

0:26:50.880,0:26:55.840
the partners we work with

0:26:52.799,0:26:57.440
and it’s so spot on to say uh we need to

0:26:55.840,0:26:59.840
figure it all out because i think all of

0:26:57.440,0:27:01.360
us have done a really good job of

0:26:59.840,0:27:03.279
most of us have done a good job of

0:27:01.360,0:27:05.520
reacting to it

0:27:03.279,0:27:07.120
and getting things keeping the trains on

0:27:05.520,0:27:08.559
the tracks

0:27:07.120,0:27:11.200
but i don’t know how many people have

0:27:08.559,0:27:12.559
really done an amazing job of rethinking

0:27:11.200,0:27:16.640
it

0:27:12.559,0:27:19.679
how they work to better fit it to this

0:27:16.640,0:27:21.840
way of living and this is this is what

0:27:19.679,0:27:24.960
i’m this is what i truly do love right

0:27:21.840,0:27:27.760
yeah um covid goes away tomorrow right

0:27:24.960,0:27:29.760
it’s it’s boom it’s gone yeah the

0:27:27.760,0:27:31.760
reality is that companies like google

0:27:29.760,0:27:33.360
and facebook and many many many many

0:27:31.760,0:27:35.120
more have changed the way that they’re

0:27:33.360,0:27:37.760
thinking about work from home

0:27:35.120,0:27:38.880
yes right which first of all i am so

0:27:37.760,0:27:42.080
excited i’m so

0:27:38.880,0:27:43.520
beyond excited about because as someone

0:27:42.080,0:27:44.080
who’s from the san francisco bay area

0:27:43.520,0:27:45.600
and who just

0:27:44.080,0:27:47.360
recently moved out of the san francisco

0:27:45.600,0:27:48.559
bay area even though i was a fifth

0:27:47.360,0:27:50.799
generation

0:27:48.559,0:27:52.080
um i think it’s so i i think it will

0:27:50.799,0:27:54.480
benefit all of us

0:27:52.080,0:27:55.679
if we have people spread out just a

0:27:54.480,0:27:59.120
little bit more space

0:27:55.679,0:28:01.279
yeah have economy hit everywhere

0:27:59.120,0:28:02.320
um or have this type of economy help

0:28:01.279,0:28:03.600
everywhere

0:28:02.320,0:28:05.679
but we’re gonna have to figure this out

0:28:03.600,0:28:07.200
regardless right so if we have so many

0:28:05.679,0:28:08.880
more people working from home this is

0:28:07.200,0:28:11.679
this is this is a new world

0:28:08.880,0:28:13.520
that is and such a great opportunity

0:28:11.679,0:28:15.279
it’s exciting to be part of this

0:28:13.520,0:28:16.720
it really is it really is there’s a lot

0:28:15.279,0:28:19.039
of negatives to covet

0:28:16.720,0:28:19.919
not dismissing that no no no it’s made

0:28:19.039,0:28:23.200
us rethink

0:28:19.919,0:28:25.120
so much of how we do things yeah

0:28:23.200,0:28:26.799
can be a positive if we choose to

0:28:25.120,0:28:27.120
embrace it that way and i think we need

0:28:26.799,0:28:29.039
to

0:28:27.120,0:28:30.320
spot on well one thing i’ll say is like

0:28:29.039,0:28:31.840
when people used to tell me that they

0:28:30.320,0:28:33.679
wanted to get into sales enablement one

0:28:31.840,0:28:35.200
of my pieces of advice was

0:28:33.679,0:28:36.880
if you were earlier in your career and

0:28:35.200,0:28:40.399
you don’t have a family that is

0:28:36.880,0:28:42.880
set there consider moving to

0:28:40.399,0:28:44.960
one of the main hubs it’s so much easier

0:28:42.880,0:28:47.520
to find a job in san francisco new york

0:28:44.960,0:28:49.039
boston et cetera um and now i feel the

0:28:47.520,0:28:51.200
complete opposite and which i always

0:28:49.039,0:28:53.120
felt bad about that like there’s um

0:28:51.200,0:28:54.720
like one of my another one of my

0:28:53.120,0:28:55.039
favorite sales and even when people is

0:28:54.720,0:28:58.080
in

0:28:55.039,0:28:59.679
seattle like and he’s got he’s had this

0:28:58.080,0:29:03.039
amazing career

0:28:59.679,0:29:04.960
um but it’s so much easier to beat him

0:29:03.039,0:29:07.039
now in seattle where people are going to

0:29:04.960,0:29:10.320
want to hire him from all over

0:29:07.039,0:29:12.799
you know amen amen my friend i love that

0:29:10.320,0:29:14.080
good it’s all good this is good stuff

0:29:12.799,0:29:16.240
misha

0:29:14.080,0:29:17.600
this was wonderful my pleasure really

0:29:16.240,0:29:19.440
seriously that was great

0:29:17.600,0:29:21.840
i mean harry thanks for the for just uh

0:29:19.440,0:29:24.080
reinforcing that feedback

0:29:21.840,0:29:25.360
um and thank you everybody else for

0:29:24.080,0:29:26.960
listening if you have questions for

0:29:25.360,0:29:28.480
misha

0:29:26.960,0:29:30.240
linkedin probably the best way to reach

0:29:28.480,0:29:31.600
out and say hi connect with me on

0:29:30.240,0:29:32.559
linkedin just let me know why you’re

0:29:31.600,0:29:34.240
connecting because i

0:29:32.559,0:29:36.480
like everybody we get a lot just say

0:29:34.240,0:29:38.559
like want to talk about sales enablement

0:29:36.480,0:29:40.320
and i will accept but say something

0:29:38.559,0:29:41.840
say something so that i can and don’t

0:29:40.320,0:29:44.960
follow it up with now let me sell you

0:29:41.840,0:29:46.799
something all right let me pitch you

0:29:44.960,0:29:48.240
all right well thank you so much misha i

0:29:46.799,0:29:51.080
appreciate you and uh

0:29:48.240,0:29:54.080
let’s keep in touch all right bye

0:29:51.080,0:29:54.080
everybody