How to Have the Biggest Impact in Your First 90 Days in a Sales Enablement Role
Today, I’m going to tell you a story about a man named Michael. Michael was fortunate enough to be hired at a local B2B company in a sales enablement role. He had a fair amount of sales management experience, but before being hired, he hadn’t really done much with sales enablement.
On his first day on the job, Michael was excited to hit the ground running! He was hired to improve the sales force, fix the problems with their sales process, increase quality of leads, boost win rates, and so on.
Yet once Michael had been shown where the coffee maker was located and how the printer worked, there wasn’t anybody who could explain how Michael was supposed to achieve all those lofty business goals.
He hunted down marketing managers and sales directors and even spoke with some of the executives at the company, but the problem was that, in those few minutes he managed to carve out with the company’s leaders, he didn’t even know what questions to ask.
It was clear that he had not prepared for the position, and the position had not been prepared for him.