Trust Enablement's Podcast - Coffee, Collaboration, and Enablement

Michael Teoh is the Founder of Thriving Talents, a company that consults and trains youth talents in organizations and universities to succeed in life and work. Last week, Michael shared his insights on how to engage and onboard a Millennial sales force and start them off on the right way in your organization.

Michaels 3 tips to make your onboarding programs successful:

1) Give them Clarity
- on goals
- understanding themselves
- on what is expected

2) Develop Mastery
- Sales skills
- Soft skills (especial for the virtual environment )
- Product or Solution skills
3) Sustainability
- Build practices to help them stay motivated and engaged. This is especially important to consider if your sales force is still working in a virtual world.

Lots more actionable tips in here. Give it a listen and remain curious!

Dave Nel, Petek Hawkins, and John Moore (The Collaborator) explore the Trust Equation and how it impacts the approaches Enablement teams take in establishing trust internally with their stakeholders.

Sapna Sulaya, Partner Middle East & India at Global Performance Group, joins Africa Host, Dave Nel, to discuss the the WHY and HOW for Enablements focus on both internal (sellers) and external (clients).

Sapna notes that she is seeing more and more focus on customers in the Enablement space.

Why?

Customers no longer compare banks to one another, they compare them to platforms they use elsewhere like Amazon and Netflix.


The trick for the business, and Enablement specifically,  is to align the customer and sales journeys to ensure great experiences and results for both.

Give a listen and remain curious.

Jenna Jeffries sat with Africa Regional Host, Dave Nel, to go deep into the world of sales coaching.

They covered a lot of ground including:

• The 70/20/10 development model

70% of knowledge comes from experiential learning (doing it)
20% from social learning (coaching, networking, mentoring)
10% from formal learning (courses, training programs)

• The latest Global Coaching Report from ICF.

ICF Global Coaching Report Take away #1 - The number of managers and leaders using coaching has nearly doubled.

ICF Global Coaching Report Take away #2 - The biggest obstacle to  coaching are untrained people who call themselves coaches.

Thorsten Stiller, EMEA Senior Sales Consultant, Sales Planning & Strategy Dell Technologies | Field Sales Enablement, joined DACH Regional Host, Britta Lorenz, to discuss the power of MEDDIC.

What is MEDDIC?  It is a framework for discovery where the letters stand for:

• Metrics - What are the #s driving the deal?
• Economic Buyer - Who are we impacting with this deal?
• Decision Criteria - What is the prioritized list of criteria that will guide who the prospect buys from?
• Decision Process - What process is the prospect using to decide who to buy from?
• Identified Pain or Value Drivers - What is customer seeking to gain as a result of this buying journey?
• Champion - Who is my partner on the buyer side that is helping me of navigating the buying process?

MEDDIC can be customized to your needs, powerful and worth understanding.

Thorsten notes, in addition that he is happy to help companies to implement MEDDIC as Coaching and Communication process:

• Starting with common first Information about the idea and process, how to use and what are the expectations
• Second for Managers how to support and motivate the sales force on implementation and value drive
• Third a quality check and alignment of potential shortfalls and improvements, to share best practices

 His special offer is to help companies in German or English language on all three stages via:

• Upon request a deeper dive into the MEDDIC terminologies and sales process, what does good look like
• Or, a general Company session on Sales Strategy, what to expect and what to invest when implementing MEDDIC

Neha Dhanuka is a Global Social Selling program manager at Infosys. She speaks to Pooja about what needs to be done to create a social selling program at scale.

Key aspects to consider when building a social selling program

- Perception - Linked In is still perceived by many as a job-hunting platform and it's important to educate sellers on the use of this as a tool to engage and build relationships with people.
- Learning - train on how to use the tool effectively
- Role-based programs - Understand the requirements of the role and develop a program aligned to their needs
- celebrate and feature success

Neha also talks about how they scale and measure success. Curious? give it a listen. This episode is also available as a podcast on 'Coffee Collaboration and Enablement' on Spotify, ITunes or wherever you get your podcasts.

Soni Bhattacharya is the founder of The Painted Sky and a Master Certified Coach with a passion for developing coaching capabilities in leaders. Key takeaways -

- The understanding of coaching is evolving among business leaders
- It is becoming a skill that is more valued and one that
- to develop a coaching culture it must start with the leaders

There are several stories of business success that she shares and even a couple of tips for leaders to get started with developing their own coaching capabilities.

Interested? Give it a listen and remain curious. This episode is also available on the Coffee Collaboration and Enablement podcast, available on Spotify, iTunes or wherever you get your podcasts.

Daniel Robus, Go To Market Executive & Facilitator and Bryan Difford, NTT Ltd. Sales Director - UK & Ireland, join African Host, Dave Nel to explore the intersections of sports and sales and what sellers can learn at that intersection.

As we explored the overlap between sales and sport, the following key points were discussed:

• The importance of work life balance in your overall success.

• How structure will enable more productivity across the various aspects of your life (family, work, sport).

• It is critical to put people into their best positions to win.  Great sellers are not automatically going to be great managers, as one example we have all seen.

These lessons apply fully to Enablement professionals and coaches. It's about putting a structure in place and focusing on the whole person -- not just the seller, but the seller and the human being doing the selling.

Give a listen and remain curious.

Lipika Subbiah is the Head of Sales Enablement for Linked In. She has recently kicked off a sales coaching program herself and shares her thoughts on how to operationalize it. Key takeaways

1) creating a peer-to-peer coaching system/ by introducing coaching to everyone and allowing them to experience it.

2) Coach the Coach - not just training sales managers, but creating a process to support them while coaching and make them stronger coaches

3) Process - Lipika talked about the ABC coaching program in their organization that is built to operationalize sales coaching.

Finally, when it comes to measurement. Consider this...Crawl, Walk and Run when thinking about aligning Metrics.

We loved her approach and her tips! We hope you do too. Give it a listen and stay curious!

Rebecca Bell takes the hosting reigns for UK and Ireland in her first episode, sitting down with former host, Dr. Jeremy Noad.

The show primarily focused in on the lessons Jeremy learned from the sessions over the course of hosting these shows but also reviewed his approach to Sales Effectiveness at Linde.

Jeremy's team is not trying to be all things to all people in the business.  Instead, they focus on the following 3Cs:

👉Coach in business
👉Collaborate on projects
👉Concierge Service

Do you have a similar approach or are you trying to be all things to all people?

Give a listen and remain curious.