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Steve Priest

November 2010 - TD Magazine

A Community First

You’re familiar with a to-do list. In this webcast, we’ll tackle your sales enablement don’t-do list, with a look at the common mistakes practitioners make when designing, executing, and measuring their program investments. Our discussion will cover a range of topics, including identifying sales enablement’s unique purpose for your company; building consensus on goals and objectives; navigating the mandate for interlock with contributors in sales leadership, sales operations, and product marketing; and mastering the metrics that matter to your most important KPIs.
In this webcast, you’ll learn:

how to strike a balance between scoping and building a successful long-term program while managing short-term expectations
best practices for setting specific, measurable program goals that support all constituents
the critical metrics for linking sales enablement to desired business outcomes, and growing your budget over time.
 


When Sales Enablement Fails: Discover the Pitfalls That Can Sabotage Your Program

For many organizations, there’s a persistent gap between sales enablement and selling—one that makes it difficult to connect the influence of training and technology investments to the business results sales leaders care about most. During this webcast, we’ll discuss a new approach for correlating enablement efforts to pipeline in a way that brings sales leadership and sales enablement pros together, aligned to a set of shared metrics, including team capabilities and business outcomes.
In this webcast, you will learn:

methods for aligning sales training and development to pipeline criteria
the benefits of viewing pipeline risk through a lens of sales rep capabilities
key performance indicators for measuring the ongoing impact of pipeline-oriented enablement.
 


The Missing Link: Measuring the Impact of Sales Enablement on Sales Performance

Dr. Bingham is Founder of Future-Ready Leaders Now©, LLC, a co-operative created in July 2011 to improve NC public-school leader practice through pre- and in-service education. Bingham is currently designing curricula and training for the NC Principals and Assistant Principals Association’s Distinguished Leadership in Practice and Future-Ready Leadership programs. Bingham also serves as adjunct professor at the School of Education at Gardner-Webb University and previously at Campbell and North Carolina State Universities. Bingham is Executive Director Emeritus of Triangle Leadership Academy, a public-private partnership created to build system leadership capacity in NC Triangle-area school districts. TLA trains, facilitates, coaches, and consults leaders at every level. TLA was honored as the 2008 winner of the prestigious James B. Goodmon Award for the organization most impacting the Triangle. Bingham was Director of the SERVE Program on Education Leadership where he managed major R&D projects for the Education Laboratory for the Southeastern states, including the Teachers of the Year Advisory Committee and the Rural School Superintendents Network. He also co-designed programs of professional development, mentoring, and evaluation for principals and teacher leaders.

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