In my previous blogs around Sales Enablement I focused very much on how to build a comprehensive Sales Enablement strategy and that cross functional alignment is key to success. When I looked back at my professional career within Sales Enablement, I observed one additional key success factor: my personal network.
Once I have started my roles with Sales Enablement, being responsible for training and consulting sales executives in the area of Mobile, HANA and Sustainability, I tried to figure out who are the most influencing people within the sales organization. During upcoming sales meeting, I observed the behavior and influencing factors of sales colleagues. After the meetings I connected to those sales colleagues who seemed to me most powerful and influencing, being thought leaders to me.
During the upcoming weeks, I started to build on those relationships. Met on a regular basis, either during lunch or simply for a coffee corner meeting. During those meetings I had the chance to one the one hand, getting to know them personally, but, most importantly, getting to know their businesses, their pain points and customer situations. That particular point, is and was important to me to, at the end, build sales enablement assets that matter.
However, once I built those relationships, I thought we should extend and go beyond “just” sharing ideas, information and build content. Therefore I decided to join scheduled customer as well as sales meetings to learn more. This actually brought a complete new learning experience to me. On the one hand I learned a lot about the buying process and behavior, on the other hand, I broadened my horizon on sales skills.
In summary, I really love to work with my sales peers and mentors, following the leaders, and building up my network and expertise in order to provide high value Sales Enablement content.