Enablement’s role in building and deploying a new sales process framework

Julie Young is the Sales Enablement Manager at viz.ai.  In this chat with The Collaborator, Julie focused on developing and delivering a new sales process framework. During the conversation, we explored:

1️⃣ The warning signs that helped the team recognize the need for a sales process framework. 

2️⃣ The process that was followed to create the new sales process and the role of Enablement in guiding this work.

3️⃣ How the changes were deployed and the mix of training, content, and coaching that went into it.

4️⃣The metrics used to measure the impact of the program.

So much goodness, check it out.

0:00:00.000,0:00:03.919
is john the collaborator and i’m so

0:00:02.159,0:00:06.720
excited to be here today with

0:00:03.919,0:00:10.080
julie young julie how are you i’m

0:00:06.720,0:00:10.080
fabulous how are you john

0:00:10.960,0:00:15.360
hey do me a favor kick us off by telling

0:00:13.599,0:00:18.080
people a little bit about yourself

0:00:15.360,0:00:19.279
and what you’re up to sure my name is

0:00:18.080,0:00:21.199
julie young

0:00:19.279,0:00:23.760
i currently work at a company called viz

0:00:21.199,0:00:27.279
ai day 13 today

0:00:23.760,0:00:30.720
um i have been in i’ll say this i’ve

0:00:27.279,0:00:32.640
been in learning and development

0:00:30.720,0:00:34.480
for probably the past 15 years i’ve

0:00:32.640,0:00:36.960
worked in the pharmaceutical biotech med

0:00:34.480,0:00:39.600
device field for 27 years

0:00:36.960,0:00:41.600
carried a bag did product marketing and

0:00:39.600,0:00:43.360
global product management

0:00:41.600,0:00:45.120
and like i said the last 15 years really

0:00:43.360,0:00:46.879
in learning and development

0:00:45.120,0:00:48.719
and a focus in sales enablement for the

0:00:46.879,0:00:50.480
past three years um

0:00:48.719,0:00:51.760
i worked for some really big companies

0:00:50.480,0:00:54.879
boston scientific

0:00:51.760,0:00:56.399
striker kavidian and my last position

0:00:54.879,0:00:59.120
was at olympus and i

0:00:56.399,0:01:01.039
just left after seven years so you’ve

0:00:59.120,0:01:02.000
had you’ve had some great experiences

0:01:01.039,0:01:05.600
julie and i think

0:01:02.000,0:01:07.600
having uh so many different experiences

0:01:05.600,0:01:09.119
really benefit people when they enter

0:01:07.600,0:01:12.560
into an enablement role

0:01:09.119,0:01:14.080
it’s so powerful yeah so so that’s

0:01:12.560,0:01:16.000
awesome and you’ve certainly stayed

0:01:14.080,0:01:18.320
focused in the

0:01:16.000,0:01:20.960
life sciences space and all around it so

0:01:18.320,0:01:24.159
you have deep expertise there as well

0:01:20.960,0:01:26.240
now you and i were chatting about

0:01:24.159,0:01:28.240
some of your experience in the past at

0:01:26.240,0:01:30.079
olympus specifically

0:01:28.240,0:01:32.880
and and a time when you started to

0:01:30.079,0:01:34.960
notice that you needed to

0:01:32.880,0:01:36.640
to make some changes and i’ll leave it

0:01:34.960,0:01:38.079
that wide open can you tell us a little

0:01:36.640,0:01:41.439
bit about that

0:01:38.079,0:01:42.799
yeah so i think um one it’s actually my

0:01:41.439,0:01:44.799
marketing director

0:01:42.799,0:01:46.720
on the imaging side um he and i were

0:01:44.799,0:01:47.520
just passing passing ways and we just

0:01:46.720,0:01:49.759
started

0:01:47.520,0:01:51.920
kind of chatting about our product

0:01:49.759,0:01:53.759
launches right and um they were going

0:01:51.920,0:01:55.200
live with a new product launch and they

0:01:53.759,0:01:57.280
failed

0:01:55.200,0:01:59.200
pretty miserably with with the past one

0:01:57.280,0:02:00.880
and um so we just we just kind of

0:01:59.200,0:02:01.759
started digging into that so what

0:02:00.880,0:02:04.320
happened

0:02:01.759,0:02:04.799
why did this happen and i think what we

0:02:04.320,0:02:07.520
found

0:02:04.799,0:02:09.440
was um it was shiny new tool it was a

0:02:07.520,0:02:11.280
super cool technology

0:02:09.440,0:02:12.640
and most of the reps were just throwing

0:02:11.280,0:02:14.720
them into evaluations

0:02:12.640,0:02:17.040
right they weren’t qualifying they were

0:02:14.720,0:02:17.680
just let’s go to an evaluation let’s do

0:02:17.040,0:02:19.840
this

0:02:17.680,0:02:21.840
and what we found was after a year we

0:02:19.840,0:02:23.360
closed less than five percent of those

0:02:21.840,0:02:23.920
so we had millions and millions of

0:02:23.360,0:02:26.239
dollars of

0:02:23.920,0:02:27.120
equipment out there and it was awesome

0:02:26.239,0:02:29.520
technology

0:02:27.120,0:02:30.800
um and something you know instrumental

0:02:29.520,0:02:32.640
in the surgical field

0:02:30.800,0:02:34.640
but we weren’t closing deals and so we

0:02:32.640,0:02:36.879
were like what was happening

0:02:34.640,0:02:38.560
and i think this is when we started

0:02:36.879,0:02:40.560
talking about

0:02:38.560,0:02:41.840
certain reps were closing deals but the

0:02:40.560,0:02:43.760
majority weren’t

0:02:41.840,0:02:45.519
and so what we said was let’s take a

0:02:43.760,0:02:46.640
look before you go live with this new

0:02:45.519,0:02:49.120
product launch

0:02:46.640,0:02:50.000
and really dig into what your best reps

0:02:49.120,0:02:51.440
were doing

0:02:50.000,0:02:53.920
how did what were they doing from start

0:02:51.440,0:02:56.560
to finish and like let’s map that out

0:02:53.920,0:02:58.480
into a sales process framework and then

0:02:56.560,0:02:59.599
let’s see how we can overlay this for

0:02:58.480,0:03:02.720
the new product

0:02:59.599,0:03:03.040
i love that both the identification of

0:03:02.720,0:03:05.200
the

0:03:03.040,0:03:06.159
the fact that hey something’s not really

0:03:05.200,0:03:07.760
great here

0:03:06.159,0:03:10.640
and the fact that you guys took action

0:03:07.760,0:03:12.400
how did you start down that path though

0:03:10.640,0:03:13.680
other than than you and you and the

0:03:12.400,0:03:14.640
marketing manager having that

0:03:13.680,0:03:16.239
conversation

0:03:14.640,0:03:18.800
how did how did you start moving that

0:03:16.239,0:03:19.760
forward yeah so the first thing we had

0:03:18.800,0:03:22.400
to do is really

0:03:19.760,0:03:23.200
um engage with those reps that did a

0:03:22.400,0:03:26.480
great job

0:03:23.200,0:03:28.640
right with the product um and we

0:03:26.480,0:03:29.599
engaged them we engaged marketing sales

0:03:28.640,0:03:31.360
management

0:03:29.599,0:03:32.720
um it took a team it takes a village i

0:03:31.360,0:03:34.799
will say that right

0:03:32.720,0:03:35.840
um and we pulled everyone together and

0:03:34.799,0:03:38.720
we said let’s

0:03:35.840,0:03:39.200
let’s map out what you do from start to

0:03:38.720,0:03:41.760
finish

0:03:39.200,0:03:44.080
right so let’s lay out the sales process

0:03:41.760,0:03:45.840
framework and put them into stages

0:03:44.080,0:03:47.360
but more importantly let’s understand

0:03:45.840,0:03:51.200
the buying journey too

0:03:47.360,0:03:52.879
because if you don’t align sales process

0:03:51.200,0:03:54.560
with buying journey that’s when you’re

0:03:52.879,0:03:55.360
gonna get stuck that’s when your deals

0:03:54.560,0:03:57.040
are gonna get lost

0:03:55.360,0:03:59.200
that’s when you’re gonna just kind of

0:03:57.040,0:04:01.840
get stalled um or even

0:03:59.200,0:04:03.840
don’t get started so we we pulled the

0:04:01.840,0:04:05.040
group together and we mapped it out it’s

0:04:03.840,0:04:08.080
it’s a very laid out

0:04:05.040,0:04:09.680
process where we pull them in we

0:04:08.080,0:04:11.280
run workshops we have sticky notes

0:04:09.680,0:04:12.400
everywhere and then we start to lay them

0:04:11.280,0:04:15.200
into stages

0:04:12.400,0:04:15.519
early mid late stage and then we name

0:04:15.200,0:04:18.079
them

0:04:15.519,0:04:19.359
right um we have to give them um and the

0:04:18.079,0:04:22.960
ultimate goal is to

0:04:19.359,0:04:23.919
have a consistent model in language we

0:04:22.960,0:04:25.680
all speak

0:04:23.919,0:04:27.040
and something that can be coached too i

0:04:25.680,0:04:28.880
was gonna say did you have

0:04:27.040,0:04:30.479
did you have any sort of framework

0:04:28.880,0:04:32.240
before that were you were you blowing

0:04:30.479,0:04:35.360
stuff up or just started from scratch

0:04:32.240,0:04:36.960
started from scratch that’s amazing yeah

0:04:35.360,0:04:38.880
it’s amazing yeah and it’s so cool

0:04:36.960,0:04:41.360
because you can do it

0:04:38.880,0:04:42.240
uh for any business right any and all

0:04:41.360,0:04:43.840
businesses and

0:04:42.240,0:04:46.240
and i think that where the rubber meets

0:04:43.840,0:04:48.160
the road is the adoption though right

0:04:46.240,0:04:50.000
yeah no absolutely and i was going to

0:04:48.160,0:04:52.400
ask you about that

0:04:50.000,0:04:53.600
as well you know so clearly you brought

0:04:52.400,0:04:55.680
together a team

0:04:53.600,0:04:57.280
you assembled the village and i love

0:04:55.680,0:04:58.479
that yeah it does take a village to

0:04:57.280,0:05:00.960
drive change

0:04:58.479,0:05:02.000
how did you get there you know what did

0:05:00.960,0:05:05.039
that feedback

0:05:02.000,0:05:06.960
process look like how long did it take

0:05:05.039,0:05:08.880
to establish sort of

0:05:06.960,0:05:10.800
here’s what we’re going to start with

0:05:08.880,0:05:12.000
and then how did you get people to start

0:05:10.800,0:05:15.600
using it

0:05:12.000,0:05:17.919
yes julie yeah there’s a lot in there so

0:05:15.600,0:05:19.840
the first one like we started it and

0:05:17.919,0:05:22.560
then kind of what did we do and how did

0:05:19.840,0:05:24.000
how did we move it so yeah so we

0:05:22.560,0:05:26.240
assembled the team we built

0:05:24.000,0:05:27.440
it and we went back and forth right with

0:05:26.240,0:05:29.280
the framework so

0:05:27.440,0:05:30.639
we built it take a look at it are we

0:05:29.280,0:05:33.680
missing anything

0:05:30.639,0:05:34.400
um and then one of the other things we

0:05:33.680,0:05:36.000
wanted to do

0:05:34.400,0:05:38.000
with the sales process is align

0:05:36.000,0:05:40.320
marketing content to it right so that’s

0:05:38.000,0:05:41.199
why i talk about you know what takes a

0:05:40.320,0:05:43.280
village is that

0:05:41.199,0:05:45.440
we wanted to make sure that marketing

0:05:43.280,0:05:47.759
was providing content resources programs

0:05:45.440,0:05:50.960
and tools aligned with the sales stages

0:05:47.759,0:05:52.160
too um so that was kind of second stage

0:05:50.960,0:05:52.960
we wanted to make sure that was

0:05:52.160,0:05:55.039
happening

0:05:52.960,0:05:56.960
um and then and then one of the things

0:05:55.039,0:05:57.520
we did is we we beta tested it with a

0:05:56.960,0:05:58.560
couple

0:05:57.520,0:06:00.560
you know a couple of the folks that

0:05:58.560,0:06:02.720
helped build it awesome right go out and

0:06:00.560,0:06:04.560
beta test it did we miss anything is it

0:06:02.720,0:06:06.720
working where are you getting stuck

0:06:04.560,0:06:08.240
um i can’t say sales process is

0:06:06.720,0:06:11.360
evergreen it does

0:06:08.240,0:06:12.960
change i mean if the markets change it’s

0:06:11.360,0:06:15.759
gotta change too so

0:06:12.960,0:06:16.160
we we do i’d say yearly keep a pulse on

0:06:15.759,0:06:18.720
it

0:06:16.160,0:06:19.600
too um so that’s kind of the first thing

0:06:18.720,0:06:22.240
it

0:06:19.600,0:06:24.240
we kind of staged it um i think the

0:06:22.240,0:06:26.560
second question you asked is how

0:06:24.240,0:06:28.560
adoption right yeah i mean so you

0:06:26.560,0:06:30.000
started getting the beta groups you know

0:06:28.560,0:06:32.240
like you talked about that

0:06:30.000,0:06:33.680
yep did you get did you get a lot of

0:06:32.240,0:06:36.720
feedback that forced you to

0:06:33.680,0:06:38.319
rethink it first

0:06:36.720,0:06:40.240
yeah not a ton of feedback i mean it was

0:06:38.319,0:06:40.960
working we found that it was working and

0:06:40.240,0:06:43.919
that it was

0:06:40.960,0:06:45.600
pretty solid um we also then used them

0:06:43.919,0:06:48.000
as our subject matter experts

0:06:45.600,0:06:48.800
and used them as peer-to-peer right

0:06:48.000,0:06:52.000
nothing better than

0:06:48.800,0:06:53.840
sales reps selling sales reps um yeah so

0:06:52.000,0:06:56.400
they actually helped us roll it out

0:06:53.840,0:06:58.080
um our launch um the cool thing about it

0:06:56.400,0:07:01.599
too is we used a simulation

0:06:58.080,0:07:05.199
to roll it out um so we basically

0:07:01.599,0:07:07.919
had a a learning map and we had the

0:07:05.199,0:07:08.560
stages the buying stages on the top and

0:07:07.919,0:07:11.440
we

0:07:08.560,0:07:12.800
taught the concept and the why why are

0:07:11.440,0:07:15.440
we doing this

0:07:12.800,0:07:16.000
right and this is what’s in it for them

0:07:15.440,0:07:18.560
yeah why

0:07:16.000,0:07:20.319
are we happy it wasn’t to add more admin

0:07:18.560,0:07:22.560
to them it wasn’t it was to say

0:07:20.319,0:07:24.240
we know what good looks like yes we want

0:07:22.560,0:07:26.800
to give you that roadmap

0:07:24.240,0:07:28.560
right um and so we took them through the

0:07:26.800,0:07:30.720
simulation they really enjoyed it there

0:07:28.560,0:07:33.199
was a lot of discussion

0:07:30.720,0:07:35.520
a lot of groups were using the case

0:07:33.199,0:07:36.720
scenarios and saying my customers here

0:07:35.520,0:07:39.280
and i’m here

0:07:36.720,0:07:40.960
and you could see the misalignment and

0:07:39.280,0:07:43.440
the learning happened through the

0:07:40.960,0:07:46.639
learning map and through the scenarios

0:07:43.440,0:07:47.919
okay people were like i get it and then

0:07:46.639,0:07:48.960
they were saying you know what i skip a

0:07:47.919,0:07:51.120
lot of steps

0:07:48.960,0:07:52.400
i just jump ahead i go right to the eval

0:07:51.120,0:07:54.960
or i do this

0:07:52.400,0:07:56.000
so you could using the simulation really

0:07:54.960,0:07:58.960
allowed them

0:07:56.000,0:07:59.599
to have those aha moments versus us just

0:07:58.960,0:08:01.759
saying

0:07:59.599,0:08:02.879
go use this road map that doesn’t make

0:08:01.759,0:08:05.440
sense so nice

0:08:02.879,0:08:06.319
nice nice uh smart way to roll it out

0:08:05.440,0:08:08.960
and

0:08:06.319,0:08:10.000
clearly identified smes and champions

0:08:08.960,0:08:12.720
for the new

0:08:10.000,0:08:14.080
process along the way as you said how

0:08:12.720,0:08:16.160
did you make sure it stuck

0:08:14.080,0:08:18.080
though and sort of what obstacles did

0:08:16.160,0:08:20.000
you run into along that journey

0:08:18.080,0:08:21.120
yeah so there was a couple things we had

0:08:20.000,0:08:22.879
to do

0:08:21.120,0:08:24.160
prior to even kind of starting this

0:08:22.879,0:08:26.000
journey one is

0:08:24.160,0:08:27.759
senior management from the top down

0:08:26.000,0:08:30.479
bottom up left to right we all

0:08:27.759,0:08:32.080
have had to have skin in the game of

0:08:30.479,0:08:33.680
what we were doing why we were doing it

0:08:32.080,0:08:34.719
how we were going to do it so that first

0:08:33.680,0:08:37.919
and foremost

0:08:34.719,0:08:41.519
my senior my senior leadership

0:08:37.919,0:08:44.399
was bought into this um and um

0:08:41.519,0:08:45.279
it starts there right um i would say

0:08:44.399,0:08:46.640
marginally and

0:08:45.279,0:08:48.240
sorry to interrupt you but you’re right

0:08:46.640,0:08:50.480
if you don’t get the senior leadership

0:08:48.240,0:08:54.000
support people aren’t going to

0:08:50.480,0:08:54.320
care or follow follow the way yeah and i

0:08:54.000,0:08:56.640
think

0:08:54.320,0:08:58.000
i think the the second piece of it was

0:08:56.640,0:09:01.040
sales process

0:08:58.000,0:09:03.680
had to be built into our dna in a lot of

0:09:01.040,0:09:06.000
different ways so our new hires get it

0:09:03.680,0:09:07.360
you know the managers are talking to it

0:09:06.000,0:09:08.959
our field trainers show

0:09:07.360,0:09:10.959
how they use it when they’re out doing

0:09:08.959,0:09:12.000
territory and forecasting and pipeline

0:09:10.959,0:09:14.959
management

0:09:12.000,0:09:16.480
um and then i’d say the the most

0:09:14.959,0:09:17.279
important piece for adoption was

0:09:16.480,0:09:19.920
coaching

0:09:17.279,0:09:21.440
um and operationalizing it in

0:09:19.920,0:09:24.320
salesforce.com

0:09:21.440,0:09:26.240
so how did you coach it because that’s a

0:09:24.320,0:09:27.200
hard thing and but it’s so critical to

0:09:26.240,0:09:30.800
your point

0:09:27.200,0:09:31.360
yeah so one of the the so my approach to

0:09:30.800,0:09:34.720
it was

0:09:31.360,0:09:37.120
let’s do coaching the coach and show

0:09:34.720,0:09:39.200
the managers what good looks like and

0:09:37.120,0:09:40.959
give them an opportunity to work through

0:09:39.200,0:09:43.760
three different deals so we did

0:09:40.959,0:09:45.360
three phases of coaching the coach um i

0:09:43.760,0:09:47.839
picked a handful of managers per

0:09:45.360,0:09:50.560
business i supported eight businesses so

0:09:47.839,0:09:52.480
we have a lot of managers um and we gave

0:09:50.560,0:09:53.120
them three deals we said come with a new

0:09:52.480,0:09:54.720
deal

0:09:53.120,0:09:56.560
come with a deal that’s stuck and come

0:09:54.720,0:09:57.680
with a deal that’s late stage that just

0:09:56.560,0:10:00.399
needs a nudge

0:09:57.680,0:10:01.519
okay perfect yeah and you’re gonna use

0:10:00.399,0:10:03.600
the framework

0:10:01.519,0:10:04.800
um the the sales process framework we

0:10:03.600,0:10:08.000
want you to meet with your

0:10:04.800,0:10:09.920
rep first learn about the deal it needs

0:10:08.000,0:10:12.320
to be in salesforce and it needs to be

0:10:09.920,0:10:13.440
forecasted and you’re going to come to

0:10:12.320,0:10:14.800
the call and you’re

0:10:13.440,0:10:17.279
we’re going to we’re going to basically

0:10:14.800,0:10:19.920
do a deal rip and

0:10:17.279,0:10:21.600
we are going to coach you how to have

0:10:19.920,0:10:24.480
better conversations

0:10:21.600,0:10:26.000
with your rep around this deal so you’re

0:10:24.480,0:10:26.880
going to walk away from the coaching the

0:10:26.000,0:10:28.959
coach

0:10:26.880,0:10:30.800
with a plan that you’re now going to go

0:10:28.959,0:10:34.160
execute with your rep

0:10:30.800,0:10:36.240
and we’re going to do it three times um

0:10:34.160,0:10:37.680
and we did it over a period of three to

0:10:36.240,0:10:38.959
four weeks we didn’t want them to do

0:10:37.680,0:10:40.160
back to back to back because we want

0:10:38.959,0:10:42.079
them to practice right

0:10:40.160,0:10:44.240
a chance to learn it to practice to

0:10:42.079,0:10:46.560
absorb it to come back smart yep

0:10:44.240,0:10:48.320
yeah and what we found i did a hundred

0:10:46.560,0:10:50.560
and sixty-one deals

0:10:48.320,0:10:51.920
oh my god julie you must you must have

0:10:50.560,0:10:53.360
been fried

0:10:51.920,0:10:55.360
i was frightened but we did it over

0:10:53.360,0:10:57.920
periods of time you know

0:10:55.360,0:11:00.079
um it was eye-opening it was really it

0:10:57.920,0:11:02.959
must have been so cool though too yeah

0:11:00.079,0:11:05.279
what did you learn as a result of it our

0:11:02.959,0:11:08.800
managers are very transactional

0:11:05.279,0:11:12.640
um they yeah i have to say

0:11:08.800,0:11:15.519
um coaching managers is by far the most

0:11:12.640,0:11:16.160
effective thing in probably the least

0:11:15.519,0:11:18.560
it’s the

0:11:16.160,0:11:20.079
area that people don’t spend any time on

0:11:18.560,0:11:21.760
but you will get your biggest bang from

0:11:20.079,0:11:22.399
your buck if your managers could be

0:11:21.760,0:11:25.360
better at

0:11:22.399,0:11:26.240
managing in coaching versus being a

0:11:25.360,0:11:28.079
super rep

0:11:26.240,0:11:29.680
what i found was most of our managers

0:11:28.079,0:11:31.200
were being super reps

0:11:29.680,0:11:32.720
we’re telling them how to go close the

0:11:31.200,0:11:35.360
deal weren’t

0:11:32.720,0:11:37.920
teaching them and asking tough questions

0:11:35.360,0:11:42.160
and having strategy conversations

0:11:37.920,0:11:44.160
but they were doing it for them and so

0:11:42.160,0:11:46.480
i think what a lot of them walked away

0:11:44.160,0:11:48.160
with were some skills and ideas of how

0:11:46.480,0:11:49.440
to be more strategic

0:11:48.160,0:11:53.680
and how to have better coaching

0:11:49.440,0:11:55.279
conversations now realistically

0:11:53.680,0:11:58.000
i’m not going to believe you if you said

0:11:55.279,0:12:00.800
you had 100 success that every manager

0:11:58.000,0:12:02.480
said wow this is for me realistically

0:12:00.800,0:12:04.079
though what kind of success did you see

0:12:02.480,0:12:05.760
and do you think other people

0:12:04.079,0:12:07.839
could expect from the same sort of

0:12:05.760,0:12:09.519
approach yeah so i will say this there

0:12:07.839,0:12:11.040
was a lot of trepidation there was a lot

0:12:09.519,0:12:14.399
of naysayers coming into

0:12:11.040,0:12:15.839
it we had to have conversations with um

0:12:14.399,0:12:17.839
you know with each of the managers when

0:12:15.839,0:12:20.000
they came on for that first call to say

0:12:17.839,0:12:22.160
this is about making you better this is

0:12:20.000,0:12:23.600
about development in you

0:12:22.160,0:12:25.680
this is why we’re doing it you weren’t

0:12:23.600,0:12:27.440
chosen for a reason that you’re not

0:12:25.680,0:12:29.040
performing you’re not this is our

0:12:27.440,0:12:30.000
opportunity as an organization to

0:12:29.040,0:12:33.440
develop you

0:12:30.000,0:12:36.800
um so we we kind of started with that um

0:12:33.440,0:12:41.279
i will say um

0:12:36.800,0:12:43.680
i’d say 50 maybe 60

0:12:41.279,0:12:45.120
really grabbed on to it and said wow i

0:12:43.680,0:12:47.839
learned a lot

0:12:45.120,0:12:49.519
yeah um and said oh my god you know

0:12:47.839,0:12:52.240
thank you for investing in me

0:12:49.519,0:12:53.120
um can you do this with me every quarter

0:12:52.240,0:12:55.360
with one or two

0:12:53.120,0:12:56.639
three deals so i can get better they

0:12:55.360,0:12:59.920
wanted more

0:12:56.639,0:13:02.000
that’s awesome so yeah

0:12:59.920,0:13:04.000
and and i think we just we don’t spend

0:13:02.000,0:13:05.360
enough time developing our managers we

0:13:04.000,0:13:07.600
just assume they’re

0:13:05.360,0:13:08.639
great reps therefore they’ll make a

0:13:07.600,0:13:11.279
great manager

0:13:08.639,0:13:12.160
which which happens as often as i win

0:13:11.279,0:13:15.680
the lottery

0:13:12.160,0:13:18.160
yeah me too yeah you know

0:13:15.680,0:13:20.240
how did you reinforce it though because

0:13:18.160,0:13:22.320
i was wondering about that julie

0:13:20.240,0:13:24.000
i’m thinking if i if i get real value

0:13:22.320,0:13:24.720
out of doing this with you a couple of

0:13:24.000,0:13:26.560
times

0:13:24.720,0:13:28.320
i want to do it more i want to do it as

0:13:26.560,0:13:30.959
often as i can and keep learning

0:13:28.320,0:13:32.000
how did you reinforce it yeah so a

0:13:30.959,0:13:33.839
couple things i mean we

0:13:32.000,0:13:35.760
um we operationalized it in

0:13:33.839,0:13:39.120
salesforce.com so that was huge

0:13:35.760,0:13:41.600
so the gates are in there the stages um

0:13:39.120,0:13:43.120
and so we made it easy for the managers

0:13:41.600,0:13:46.639
to go into sfdc

0:13:43.120,0:13:49.199
pull up the forecasted deals and to say

0:13:46.639,0:13:50.560
let’s go through this deal now whether

0:13:49.199,0:13:53.199
they do it or not after we

0:13:50.560,0:13:55.120
we’ve coached i don’t know um i would

0:13:53.199,0:13:57.760
say we went one step further

0:13:55.120,0:14:00.079
and i trained our area vice presidents

0:13:57.760,0:14:02.240
on how to be a coach

0:14:00.079,0:14:03.360
to be the coach the coach so i used an

0:14:02.240,0:14:06.000
outside firm

0:14:03.360,0:14:09.519
to do the coaching the coach um but what

0:14:06.000,0:14:10.959
we did in our third phase was we said

0:14:09.519,0:14:12.399
let why are we spending all this money

0:14:10.959,0:14:13.600
we’ve got area vice presidents that

0:14:12.399,0:14:17.120
should be doing this

0:14:13.600,0:14:18.399
with their managers quarterly so we

0:14:17.120,0:14:21.519
invested in them

0:14:18.399,0:14:24.560
we tried to get them coached up skilled

0:14:21.519,0:14:26.240
up um to do the coaching the coach now

0:14:24.560,0:14:28.399
i don’t know how it’s going i’m not no

0:14:26.240,0:14:30.480
longer at olympus but what i will say is

0:14:28.399,0:14:33.839
we gave them the opportunity

0:14:30.480,0:14:36.079
um and

0:14:33.839,0:14:38.320
i don’t know no i think i think it’s

0:14:36.079,0:14:40.880
wonderful though and what’s really

0:14:38.320,0:14:43.440
in my opinion smart about that julie is

0:14:40.880,0:14:46.000
arming the regional vps

0:14:43.440,0:14:48.000
it both demonstrates the business buy-in

0:14:46.000,0:14:50.639
and their individual buy-in

0:14:48.000,0:14:51.360
to the importance of this so whatever

0:14:50.639,0:14:53.760
percentage

0:14:51.360,0:14:54.560
buy into it accept it and go forward

0:14:53.760,0:14:56.000
with it

0:14:54.560,0:14:57.279
that’s just goodness that’s going to

0:14:56.000,0:14:58.079
flow out to that part of the

0:14:57.279,0:15:01.199
organization

0:14:58.079,0:15:02.720
and be reinforced right if i can take

0:15:01.199,0:15:04.000
you back for a second and i’ll go ahead

0:15:02.720,0:15:05.839
julie what are we going to say

0:15:04.000,0:15:08.000
it’s a behavior right so we’re trying to

0:15:05.839,0:15:11.199
change and shift behaviors

0:15:08.000,0:15:12.079
um and i think you know you’ve got to do

0:15:11.199,0:15:13.760
it 10 times

0:15:12.079,0:15:15.680
right we know that like you have to see

0:15:13.760,0:15:17.680
it touch it feel it at least 10 times to

0:15:15.680,0:15:20.399
make it a behavior and i think

0:15:17.680,0:15:21.040
um for those that that got huge value

0:15:20.399,0:15:23.360
out of it

0:15:21.040,0:15:24.720
have stuff with it um but that was

0:15:23.360,0:15:25.680
really what we’re trying to do is shift

0:15:24.720,0:15:27.360
behaviors

0:15:25.680,0:15:29.199
and it’s so hard as a man who’s been

0:15:27.360,0:15:30.560
married for 30 years

0:15:29.199,0:15:32.000
my wife will tell you there’s things

0:15:30.560,0:15:33.120
we’ve been talking about for 30 years

0:15:32.000,0:15:36.720
that still haven’t stuck

0:15:33.120,0:15:39.920
so changing behavior is not easy

0:15:36.720,0:15:41.680
ever in any situation let me take you

0:15:39.920,0:15:44.639
back though for a second

0:15:41.680,0:15:46.320
so you were in the enablement team and

0:15:44.639,0:15:49.360
responsible for help you know

0:15:46.320,0:15:51.040
being part of this whole process when it

0:15:49.360,0:15:52.480
was early on

0:15:51.040,0:15:54.079
you know and you were starting to shape

0:15:52.480,0:15:57.199
what you were going to do

0:15:54.079,0:15:59.120
what role did you actively play as a

0:15:57.199,0:16:00.720
part of that team were you

0:15:59.120,0:16:02.399
were you leading the charge or your

0:16:00.720,0:16:04.320
person in the back taking notes you know

0:16:02.399,0:16:05.680
sort of where did you fit into that role

0:16:04.320,0:16:07.680
into that process

0:16:05.680,0:16:09.440
yeah you know sales enablement it’s a

0:16:07.680,0:16:11.440
really interesting place right

0:16:09.440,0:16:12.880
we’re kind of the orchestrators i call

0:16:11.440,0:16:15.120
us right um

0:16:12.880,0:16:16.800
so i i was front and center um you know

0:16:15.120,0:16:19.839
i was leading the charge

0:16:16.800,0:16:22.880
my um once my

0:16:19.839,0:16:24.880
our general manager of surgical saw the

0:16:22.880,0:16:25.600
value that the one group was having from

0:16:24.880,0:16:28.000
this

0:16:25.600,0:16:28.800
he then said let’s do this for all of

0:16:28.000,0:16:31.279
our businesses

0:16:28.800,0:16:32.560
wonderful yeah so i was leading the

0:16:31.279,0:16:36.000
charge and i will say

0:16:32.560,0:16:38.480
you know i’m no longer at olympus

0:16:36.000,0:16:39.759
yeah but you know without someone in the

0:16:38.480,0:16:42.320
driver’s seat

0:16:39.759,0:16:43.920
to really be focused on these kinds of

0:16:42.320,0:16:46.959
projects it will lose steam

0:16:43.920,0:16:47.920
it really will um and i’m also you know

0:16:46.959,0:16:50.079
i have a learning and development

0:16:47.920,0:16:52.000
background and so it’s important that

0:16:50.079,0:16:53.920
sales process it’s not a one and done

0:16:52.000,0:16:57.120
thing that it’s threaded

0:16:53.920,0:16:59.120
throughout everything we do

0:16:57.120,0:17:01.680
right to drive salesforce effectiveness

0:16:59.120,0:17:03.279
so you know it’s in new hire it’s part

0:17:01.680,0:17:04.679
of field training

0:17:03.279,0:17:07.919
we talk about it when we train on

0:17:04.679,0:17:11.039
salesforce.com it’s part of our coaching

0:17:07.919,0:17:12.400
um you know if we have partnerships

0:17:11.039,0:17:14.319
you know you’re talking about who does

0:17:12.400,0:17:15.120
what enrolls responsibilities as part of

0:17:14.319,0:17:17.600
sales process

0:17:15.120,0:17:18.480
so it’s it someone’s got to drive the

0:17:17.600,0:17:20.319
ship

0:17:18.480,0:17:21.679
you did so many brilliant things as a

0:17:20.319,0:17:22.799
result of it and i know it’s a team

0:17:21.679,0:17:25.600
effort

0:17:22.799,0:17:26.319
weren’t all your ideas or your execution

0:17:25.600,0:17:28.880
but by

0:17:26.319,0:17:31.120
codifying it or building it into the

0:17:28.880,0:17:33.120
sales force into the crm

0:17:31.120,0:17:35.120
to have that level of reinforcement to

0:17:33.120,0:17:37.200
reinforce the coaching

0:17:35.120,0:17:39.679
in the way you did to coach the coach

0:17:37.200,0:17:42.880
and spread out that responsibility

0:17:39.679,0:17:45.120
so many smart smart things in my opinion

0:17:42.880,0:17:46.000
julie to help reinforce a change around

0:17:45.120,0:17:48.240
anything

0:17:46.000,0:17:49.280
anything that you look back at though

0:17:48.240,0:17:51.520
and say

0:17:49.280,0:17:54.960
i wish we had done this because i think

0:17:51.520,0:17:57.440
we could have gotten even better results

0:17:54.960,0:17:58.799
yeah so i think as as i think back to

0:17:57.440,0:18:00.720
when we started

0:17:58.799,0:18:02.640
you know five years ago six years ago

0:18:00.720,0:18:06.480
whatever when we started down this

0:18:02.640,0:18:07.039
this path um i would go for the managers

0:18:06.480,0:18:10.160
first

0:18:07.039,0:18:12.960
um i wouldn’t roll out sales process

0:18:10.160,0:18:14.559
yeah it um we went to the field and then

0:18:12.960,0:18:16.960
we did the coaching the coach

0:18:14.559,0:18:18.559
i would go hard and heavy first on the

0:18:16.960,0:18:22.320
management team

0:18:18.559,0:18:24.080
um it they have to believe it

0:18:22.320,0:18:25.679
they have to reinforce it they’re the

0:18:24.080,0:18:28.640
ones that are going to keep

0:18:25.679,0:18:30.240
the adoption happening um and then i’d

0:18:28.640,0:18:31.760
go out to the field and then i would

0:18:30.240,0:18:33.760
operationalize it

0:18:31.760,0:18:35.039
the other learning i had was some groups

0:18:33.760,0:18:36.880
were like you know

0:18:35.039,0:18:39.120
screw doing these things up front we’re

0:18:36.880,0:18:41.200
just going to put it in sfdc

0:18:39.120,0:18:42.960
yeah and i said here’s the deal if you

0:18:41.200,0:18:44.799
operationalize it and you don’t

0:18:42.960,0:18:46.480
teach them how to do it and show them

0:18:44.799,0:18:48.000
what good looks like

0:18:46.480,0:18:49.679
it’s they’re just garbage and garbage

0:18:48.000,0:18:51.760
out of this crm again

0:18:49.679,0:18:53.440
and help them understand why why is this

0:18:51.760,0:18:55.600
helpful for you

0:18:53.440,0:18:57.520
and the business and all of that yeah

0:18:55.600,0:18:58.000
and and i saw it fail in one of our

0:18:57.520,0:19:00.000
groups

0:18:58.000,0:19:01.919
one of the groups did not want to follow

0:19:00.000,0:19:04.480
the path that we took and learn from

0:19:01.919,0:19:06.720
our you know from our mistakes and they

0:19:04.480,0:19:08.880
failed miserably they put it in sfdc and

0:19:06.720,0:19:10.720
it just sits in there and people

0:19:08.880,0:19:12.559
they still just put it in and forecast

0:19:10.720,0:19:15.280
it and

0:19:12.559,0:19:16.559
yeah so unfortunately there’s no silver

0:19:15.280,0:19:18.799
bullet no matter how

0:19:16.559,0:19:20.240
good of a job you do we’re talking about

0:19:18.799,0:19:22.240
change and managing

0:19:20.240,0:19:24.480
change and some people will get it and

0:19:22.240,0:19:25.200
some teams will get it but i like that

0:19:24.480,0:19:27.679
you noted

0:19:25.200,0:19:28.240
going at the manager in higher levels

0:19:27.679,0:19:30.160
because i

0:19:28.240,0:19:32.160
i’m a firm believer that those are the

0:19:30.160,0:19:33.120
people and you articulated it really

0:19:32.160,0:19:34.240
well julie

0:19:33.120,0:19:35.679
those are the people that are going to

0:19:34.240,0:19:36.799
live and breathe it every day with them

0:19:35.679,0:19:39.679
and if they buy it

0:19:36.799,0:19:40.320
it’s going to happen if they don’t it

0:19:39.679,0:19:44.000
won’t

0:19:40.320,0:19:45.360
yeah as um in terms of building the

0:19:44.000,0:19:47.360
coaching practice

0:19:45.360,0:19:49.840
because we were talking about how we you

0:19:47.360,0:19:50.880
know operationalize it in a crm but then

0:19:49.840,0:19:53.840
also how we

0:19:50.880,0:19:55.440
you know manage this through the

0:19:53.840,0:19:58.240
coaching process

0:19:55.440,0:19:59.679
how did you approach building this

0:19:58.240,0:20:00.640
coaching program and let me see if i

0:19:59.679,0:20:02.320
could say the word coaching

0:20:00.640,0:20:04.080
one more time because i think i only

0:20:02.320,0:20:04.640
said it 27 times in that run on

0:20:04.080,0:20:06.640
something

0:20:04.640,0:20:08.080
the coach with the coach yeah i know i

0:20:06.640,0:20:10.080
know it’s like john let’s throw in

0:20:08.080,0:20:10.720
another couple of coaches and call it a

0:20:10.080,0:20:14.400
call in a day

0:20:10.720,0:20:16.880
um so like i said i used an

0:20:14.400,0:20:18.559
outside um i used an outside firm to

0:20:16.880,0:20:20.000
help with the sales process build and

0:20:18.559,0:20:22.080
all that would you recommend that

0:20:20.000,0:20:23.919
in general and just i mean based on your

0:20:22.080,0:20:25.919
experience

0:20:23.919,0:20:27.760
i think having a third set of eyes and

0:20:25.919,0:20:28.240
someone there to help facilitate the

0:20:27.760,0:20:30.720
build

0:20:28.240,0:20:33.120
is really helpful um you know and then

0:20:30.720,0:20:36.320
having someone inside kind of driving it

0:20:33.120,0:20:37.840
absolutely and i think um you know the

0:20:36.320,0:20:38.640
coaching the coach that was the other

0:20:37.840,0:20:41.200
thing is

0:20:38.640,0:20:42.320
having someone that’s really good at

0:20:41.200,0:20:44.320
coaching

0:20:42.320,0:20:45.520
and understands it and has a framework

0:20:44.320,0:20:46.559
and a model i mean that’s the other

0:20:45.520,0:20:48.960
thing is

0:20:46.559,0:20:50.320
um when you go to culture management

0:20:48.960,0:20:52.960
team you need to have a model

0:20:50.320,0:20:54.240
something that’s very simple um that

0:20:52.960,0:20:57.440
they can digest

0:20:54.240,0:20:59.280
that they can you know remember and um

0:20:57.440,0:21:01.200
and so on so the company we used it was

0:20:59.280,0:21:05.039
like a three-pronged approach

0:21:01.200,0:21:07.280
um and it it every call

0:21:05.039,0:21:08.480
went through those three kind of those

0:21:07.280,0:21:11.600
three areas

0:21:08.480,0:21:15.679
um and um frameworks are important

0:21:11.600,0:21:17.200
i mean right um i agree

0:21:15.679,0:21:19.600
even if for a small company your

0:21:17.200,0:21:21.120
framework can be very simple and basic

0:21:19.600,0:21:23.120
but having one

0:21:21.120,0:21:24.240
in the first place and being comfortable

0:21:23.120,0:21:26.320
with the fact that you may throw it out

0:21:24.240,0:21:28.559
and evolve it and all those things

0:21:26.320,0:21:29.440
that’s awesome yeah and i think you know

0:21:28.559,0:21:30.559
even you know i was

0:21:29.440,0:21:32.720
i was thinking about kind of sales

0:21:30.559,0:21:34.480
enablement in itself right like we sit

0:21:32.720,0:21:36.400
in these sales enablement roles and

0:21:34.480,0:21:38.799
we’re we’re in charge of playbooks and

0:21:36.400,0:21:41.039
scripts and all this enablement stuff

0:21:38.799,0:21:42.000
you know um but then there’s training

0:21:41.039,0:21:43.600
and then on the bottom

0:21:42.000,0:21:45.520
on the bottoms coaching right so there’s

0:21:43.600,0:21:47.440
kind of those three pillars that

0:21:45.520,0:21:49.600
we have to make sure are aligned and are

0:21:47.440,0:21:50.880
happening for enablement and for the

0:21:49.600,0:21:52.880
framework to work

0:21:50.880,0:21:55.280
now you’ve guided us to a whole heck of

0:21:52.880,0:21:57.360
a lot julie and it’s awesome and i’m so

0:21:55.280,0:22:00.640
grateful for you for doing it

0:21:57.360,0:22:03.360
tell me so we talked about um

0:22:00.640,0:22:03.760
how we drove the process how we how you

0:22:03.360,0:22:05.840
and your

0:22:03.760,0:22:07.520
and the team drove the process forward

0:22:05.840,0:22:10.400
we talked about how you instilled the

0:22:07.520,0:22:11.280
the coaching behaviors what about

0:22:10.400,0:22:12.799
content and

0:22:11.280,0:22:14.960
from that perspective you know the other

0:22:12.799,0:22:17.600
half that enablement wears

0:22:14.960,0:22:19.039
did you do a lot of content development

0:22:17.600,0:22:21.120
and rolling that out

0:22:19.039,0:22:23.520
or was that just curating the stuff

0:22:21.120,0:22:25.919
coming in from the third party

0:22:23.520,0:22:27.520
yeah no so i think we worked really

0:22:25.919,0:22:29.520
closely with training and we worked

0:22:27.520,0:22:30.240
really closely with marketing on this to

0:22:29.520,0:22:32.320
make sure

0:22:30.240,0:22:34.159
that what we were doing with sales

0:22:32.320,0:22:36.960
process was aligned

0:22:34.159,0:22:39.200
um with what current content but more

0:22:36.960,0:22:40.320
importantly were there gaps in content

0:22:39.200,0:22:43.120
that we needed

0:22:40.320,0:22:45.200
for them to be able to go out and do

0:22:43.120,0:22:46.880
their jobs right and to be able at each

0:22:45.200,0:22:48.799
stage of the sales process

0:22:46.880,0:22:51.919
as well as buying process to have those

0:22:48.799,0:22:54.320
conversations right more effectively

0:22:51.919,0:22:56.559
so it was fun because it really allowed

0:22:54.320,0:22:57.919
us to see where our gaps were to engage

0:22:56.559,0:22:59.840
and collaborate

0:22:57.919,0:23:01.520
with marketing with sales ops with

0:22:59.840,0:23:04.159
training um

0:23:01.520,0:23:06.159
and then as a group to say okay we’ve

0:23:04.159,0:23:06.960
done all this stuff really well now what

0:23:06.159,0:23:09.840
and so

0:23:06.960,0:23:10.960
before i left olympus the next big thing

0:23:09.840,0:23:13.039
that we were going to focus on was

0:23:10.960,0:23:15.760
playbooks right

0:23:13.039,0:23:16.799
what’s what’s operationalize all of this

0:23:15.760,0:23:19.039
even further

0:23:16.799,0:23:19.840
yeah into a playbook right what’s our

0:23:19.039,0:23:22.320
messaging

0:23:19.840,0:23:23.679
value propositions how do you use tools

0:23:22.320,0:23:26.159
like all that kind of stuff

0:23:23.679,0:23:27.200
and i think what i was finding before i

0:23:26.159,0:23:28.960
left was everyone

0:23:27.200,0:23:30.720
had a playbook but they all smelled

0:23:28.960,0:23:31.840
different look different weren’t being

0:23:30.720,0:23:33.679
used

0:23:31.840,0:23:35.520
um somewhere really content heavy

0:23:33.679,0:23:38.240
somewhere and so i

0:23:35.520,0:23:40.080
you know that that and i think that’s

0:23:38.240,0:23:43.600
such a great enablement

0:23:40.080,0:23:47.279
project an initiative um i agree

0:23:43.600,0:23:48.720
it helps with consistency yeah now i

0:23:47.279,0:23:50.880
i’m blown away by everything you’ve

0:23:48.720,0:23:51.279
talked about here julie let me ask you

0:23:50.880,0:23:53.039
this

0:23:51.279,0:23:54.320
and we didn’t talk about this beforehand

0:23:53.039,0:23:56.320
so i apologize but

0:23:54.320,0:23:58.080
as you as you know i kind of weave and

0:23:56.320,0:24:01.120
whine that’s fine you’re going into an

0:23:58.080,0:24:01.120
exciting new role

0:24:01.200,0:24:05.120
to me it sounds wicked cool yeah if i

0:24:04.320,0:24:07.520
can ask you

0:24:05.120,0:24:08.720
what are the first two or three things

0:24:07.520,0:24:11.760
you’re thinking about

0:24:08.720,0:24:12.720
doing as you enter this new world at viz

0:24:11.760,0:24:15.120
ai

0:24:12.720,0:24:17.120
and start to you know start this program

0:24:15.120,0:24:19.360
up what are you going to be doing

0:24:17.120,0:24:20.240
yeah i think uh first and foremost is to

0:24:19.360,0:24:23.120
build a team

0:24:20.240,0:24:25.039
right um i’m an end of one and um but

0:24:23.120,0:24:28.559
that’s super exciting right because

0:24:25.039,0:24:31.200
i we get to create um you know our

0:24:28.559,0:24:32.000
our sales enablement kind of footprint

0:24:31.200,0:24:33.600
at the company

0:24:32.000,0:24:35.279
and let me ask you this because i know

0:24:33.600,0:24:36.960
people are always interested

0:24:35.279,0:24:38.080
are you actively hiring what are you

0:24:36.960,0:24:39.919
looking for you know how are you

0:24:38.080,0:24:42.880
thinking about building up this team

0:24:39.919,0:24:44.960
yeah um the right now we’ve hired on a

0:24:42.880,0:24:46.880
couple sdr’s so sales development roles

0:24:44.960,0:24:49.039
right to help with lead generation

0:24:46.880,0:24:50.640
um i’m actually actively looking for a

0:24:49.039,0:24:52.960
sales training manager

0:24:50.640,0:24:54.880
um and maybe down the road potentially a

0:24:52.960,0:24:56.799
sales enablement program manager

0:24:54.880,0:24:58.400
um to really focus more on the sales

0:24:56.799,0:25:00.000
side so a lot of stuff we talked about

0:24:58.400,0:25:01.919
today in sales process

0:25:00.000,0:25:03.039
and coaching and all that stuff super

0:25:01.919,0:25:05.520
smart yeah

0:25:03.039,0:25:06.320
yeah but i’d say you know as i’m i’m day

0:25:05.520,0:25:09.520
13

0:25:06.320,0:25:10.720
um i think you’re a pro now you’ve been

0:25:09.520,0:25:12.559
there forever

0:25:10.720,0:25:15.279
i know everything about you know

0:25:12.559,0:25:17.440
enterprise sas

0:25:15.279,0:25:18.880
you know work stroke workflow and all

0:25:17.440,0:25:20.159
that stuff no it’s super exciting

0:25:18.880,0:25:23.840
because it’s a combination

0:25:20.159,0:25:25.200
sas um and medical uh technology right

0:25:23.840,0:25:28.480
artificial intelligence

0:25:25.200,0:25:31.279
and synchronization really cool stuff

0:25:28.480,0:25:31.840
yeah um beyond building the team what

0:25:31.279,0:25:33.120
are the next

0:25:31.840,0:25:35.279
two or three things you’re thinking

0:25:33.120,0:25:38.559
about if i can ask yeah so i think

0:25:35.279,0:25:40.080
new higher curriculum um training

0:25:38.559,0:25:42.080
our global constituents we’re going to

0:25:40.080,0:25:42.880
be going over to europe shortly so

0:25:42.080,0:25:45.039
that’s huge

0:25:42.880,0:25:46.960
nice and then yeah i’d say my third

0:25:45.039,0:25:49.200
thing is sales process really taking a

0:25:46.960,0:25:51.919
look at what they currently have

0:25:49.200,0:25:54.559
um and making sure that it’s well

0:25:51.919,0:25:57.039
aligned we’re not missing things

0:25:54.559,0:25:58.799
um and that our sales organization and

0:25:57.039,0:26:00.640
our managers know how to use it

0:25:58.799,0:26:02.240
um they’ve already operationalized it in

0:26:00.640,0:26:04.320
salesforce so i’m like

0:26:02.240,0:26:06.320
all right awesome yeah but just making

0:26:04.320,0:26:07.200
sure that yeah that it works and that

0:26:06.320,0:26:10.000
people know what their roles and

0:26:07.200,0:26:11.440
responsibilities are within it um and

0:26:10.000,0:26:11.679
then taking a look at content we’ve got

0:26:11.440,0:26:13.679
a

0:26:11.679,0:26:15.120
ton of great marketing content and a lot

0:26:13.679,0:26:17.520
of great messaging

0:26:15.120,0:26:18.960
um but just really looking at better

0:26:17.520,0:26:19.600
alignment and making sure people are

0:26:18.960,0:26:20.960
using

0:26:19.600,0:26:22.640
using it where they’re using it how

0:26:20.960,0:26:24.720
they’re using it all that stuff the

0:26:22.640,0:26:26.400
impact and all that yeah wonderful

0:26:24.720,0:26:28.640
you know we talked about so many things

0:26:26.400,0:26:29.919
and and i

0:26:28.640,0:26:32.559
personally feel like i’ve learned a

0:26:29.919,0:26:33.919
bunch what didn’t we talk about is there

0:26:32.559,0:26:38.060
anything that you’re like john

0:26:33.919,0:26:39.919
we were supposed to talk about this

0:26:38.060,0:26:42.720
[Laughter]

0:26:39.919,0:26:44.559
you know no i think you know i think we

0:26:42.720,0:26:47.279
talked about you know from a

0:26:44.559,0:26:48.240
uh pipeline management i mean there’s

0:26:47.279,0:26:51.679
such a huge

0:26:48.240,0:26:52.720
value in in teaching our managers how to

0:26:51.679,0:26:55.120
coach

0:26:52.720,0:26:55.840
um how to you know have a sales process

0:26:55.120,0:26:58.320
framework

0:26:55.840,0:26:58.880
um what do your best reps do get it on

0:26:58.320,0:27:01.039
paper

0:26:58.880,0:27:02.559
right so we can move the bell curve to

0:27:01.039,0:27:05.120
the right you know shift those

0:27:02.559,0:27:06.320
people in the middle to the right um you

0:27:05.120,0:27:08.720
know in in just

0:27:06.320,0:27:09.760
at the end of the day um measure measure

0:27:08.720,0:27:12.799
measure measure right

0:27:09.760,0:27:14.559
um we we saw some

0:27:12.799,0:27:16.480
we closed some some deals that were

0:27:14.559,0:27:18.960
stuck through this process

0:27:16.480,0:27:20.399
um we brought in revenue at higher

0:27:18.960,0:27:22.880
numbers because of

0:27:20.399,0:27:25.200
being more strategic in our thinking and

0:27:22.880,0:27:28.320
our forecasting got a lot tighter

0:27:25.200,0:27:30.080
um you know within sfdc which

0:27:28.320,0:27:32.159
helps in in a lot of different ways as

0:27:30.080,0:27:33.679
you know so absolutely

0:27:32.159,0:27:35.520
is that are those really the

0:27:33.679,0:27:38.240
measurements you use to say

0:27:35.520,0:27:39.120
we were successful with what we were

0:27:38.240,0:27:40.960
doing here

0:27:39.120,0:27:43.039
yeah i think out of the gates there was

0:27:40.960,0:27:45.440
the 161 deals and we were

0:27:43.039,0:27:47.600
i was actually tracking a lot of those

0:27:45.440,0:27:49.120
um i would also say operationalizing in

0:27:47.600,0:27:51.200
sfdc was a big win

0:27:49.120,0:27:52.159
so working with sales ops in that team

0:27:51.200,0:27:54.799
to get it

0:27:52.159,0:27:56.399
get it done and to to start seeing other

0:27:54.799,0:27:58.159
types of metrics like

0:27:56.399,0:27:59.760
how long deals were stuck at certain

0:27:58.159,0:28:01.520
stages and why

0:27:59.760,0:28:02.960
and then what was the one or two things

0:28:01.520,0:28:03.440
they had to do to get it from state you

0:28:02.960,0:28:06.000
know

0:28:03.440,0:28:06.640
from an early stage to a middle stage to

0:28:06.000,0:28:09.039
yeah so

0:28:06.640,0:28:11.039
once you get it into sfdc there’s a lot

0:28:09.039,0:28:13.919
more metrics you can start to run

0:28:11.039,0:28:15.360
wonderful you know julie thank you thank

0:28:13.919,0:28:17.200
you so much for sharing all this

0:28:15.360,0:28:17.840
wonderful wisdom and insight with all of

0:28:17.200,0:28:21.600
us

0:28:17.840,0:28:23.440
um i’ll say this the one thing

0:28:21.600,0:28:25.120
you said so many really good things but

0:28:23.440,0:28:26.640
the one thing i just want to reinforce

0:28:25.120,0:28:28.880
for people to take away from this

0:28:26.640,0:28:30.240
is work with your sales leaders your

0:28:28.880,0:28:32.159
sales managers

0:28:30.240,0:28:35.200
as you try to roll out anything whether

0:28:32.159,0:28:37.279
it’s process framework or anything else

0:28:35.200,0:28:39.120
you need those people supporting what

0:28:37.279,0:28:39.760
you’re doing buying into it and helping

0:28:39.120,0:28:41.919
you

0:28:39.760,0:28:43.120
deploy it successfully that’s how you’re

0:28:41.919,0:28:45.279
going to drive adoption

0:28:43.120,0:28:47.440
and and i love that you you brought that

0:28:45.279,0:28:48.880
up as it’s just a lesson learned because

0:28:47.440,0:28:49.919
i think it does make such a huge

0:28:48.880,0:28:53.200
difference julie

0:28:49.919,0:28:54.480
absolutely tremendous congratulations to

0:28:53.200,0:28:56.480
you on the new role

0:28:54.480,0:28:58.480
i know i’ve already said that 47 times

0:28:56.480,0:29:00.880
but i had to keep up with coaching

0:28:58.480,0:29:01.520
um thank you for joining us let us know

0:29:00.880,0:29:03.200
keep coming

0:29:01.520,0:29:05.279
i’m gonna ask you back in a couple of

0:29:03.200,0:29:06.880
months come back tell us how it’s going

0:29:05.279,0:29:08.480
absolutely what new lessons you’re

0:29:06.880,0:29:11.039
learning along your journey

0:29:08.480,0:29:12.000
yes and yeah no thank you and thank you

0:29:11.039,0:29:15.279
everybody for listening

0:29:12.000,0:29:16.000
julie best of luck great thank you take

0:29:15.279,0:29:19.200
care

0:29:16.000,0:29:19.200
you too bye-bye