Podcast Description
In this episode of the Value Coffee Talk podcast, host Thomas Pisello welcomes Jen Thompson, a seasoned sales performance consultant and former Google sales enablement lead.
The pair discuss the challenges and strategies of enabling and training large sales teams, from her Google experience, and the nuances of working with smaller growth firms. Jen shares insights on how to best achieve growth success: embracing business value selling, creating effective onboarding experiences, embedding change, and overcoming internal resistance to new methodologies and processes.
Takeaways
• Enabling large sales teams requires unifying approaches across diverse regions.
• Psychological safety is crucial for effective team enablement.
• Smaller firms benefit from quicker decision-making and autonomy.
• Bad habits can form early without formal onboarding programs.
• Internal selling is often harder than external selling.
• Leadership commitment is key to successful program implementation.
• Active resistance can hinder adoption of new processes.
• Understanding objections can turn naysayers into champions. • Embedding change starts at the beginning of the process.
• An enablement plan is essential for driving change and scaling sales.
Chapters
00:00:02 Introduction to the Podcast
00:00:30 Jen Thompson’s Background
00:00:59 Challenges of Large Sales Teams
00:02:53 Working with Smaller Firms
00:04:38 Psychological Safety and Enablement
00:07:11 Ensuring Adoption of Sales Tools
00:11:50 Dealing with Resistance to Change
00:15:53 Final Thoughts and Takeaways
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