One of the key messages right out of the gate in this conversation is that onboarding often doesn’t work because we don’t define the role properly (not the job description), but the key responsibilities like these for a seller:
- Build the right relationships
- Have relevant conversations
- Create value
- Align outcomes
To deliver on these responsibilities, break down in each of these categories what disciplines they need to have:
- Help set
If this sound interesting to you, give a listen and remain curious.
Give a listen to Alan and Dave as they break down their four skill disciplines and how to teach sales skills as a result of this knowledge.
Living Enablement as a practitioner and as a leader. I’ve seen the confusion and frustration that many practitioners live. From working in other areas of the business, I’ve also seen the genuine need for the capabilities that enablement provides.