“Leadership is the art of giving people a platform for
spreading ideas that work.”
Thanks for checking out my personal blog!
My name is Tamara Schenk. I serve as Research Director for CSO Insights, the research division of Miller Heiman Group. As the author of this blog, my thoughts are the thoughts of my role at CSO Insights.
Sales Enablement Perspectives is dedicated to a topic, I’m passionate about – Sales Enablement, Sales Force Enablement, Customer-Core Enablement – however, you name it and wherever you are on this journey. My focus is to establish a strategic and holistic perspective to drive sustainable sales results and to drive sales force transformation. Even if transformation may be a scary word for some of you, it is essential to unlearn pushing and pitching sales behaviors and to (re)learn value-creating activities and behaviors that are relevant and timely for prospects and customers. To achieve different results, we have to do things differently. And that’s about changing various sales behaviors and activities that have their origins in sellers’ markets to today’s complex, ever-changing buyers’ markets. That means to change the design point completely: from the inside (products and services) to the outside (customer challenges, their desired results and wins). That impacts, of course, the whole sales system, and that’s what sales force enablement is all about: Addressing the issue in a strategic and holistic way.
My expertise is knowledge, understanding and experience, coming from the real world. I walked in these shoes. I had the responsibility for enablement in a large corporation where I could evolve the discipline from zero to a program, and then to a function and then to a strategic discipline at a VP level. Furthermore, I also walked in sales shoes along my twenty plus years of professional experience in different roles and industries. And, most important, my expertise is based on continuous learning, unlearning and relearning.
Enablement is still a discipline that means many different things to different people. Here, Sales Force Enablement is considered as a strategic and cross-functional discipline, that provides enablement services (content, training, coaching) for salespeople and frontline sales managers, to drive sales results, productivity and transformation along the entire customer’s journey.
Often overlooked, but a key to success: Enablement should always focus on frontline sales managers, how to equip them to become better coaches to leverage a salespeople’s full potential. That’s a “must have” foundation to reinforce the initial enablement investments. Enablement is always based on a truly collaborative foundation, which requires engaged, learning minds and hearts as well as state-of-the-art technology to leverage the potential.
More about me – please check out my LinkedIn Profile and my About.Me Profile!
“If there were a map, there’d be no art,
because art is the act of navigating without a map.”