Inside Sales Enablement

Dimitri Mendelev & the Evolution Sales Management (Ep #16)

August 28, 2019

Welcome to the Inside Sales Enablement Podcast, Episode 16

The more things change, the more they stay the same.  For example, there was an old classification system the early Greeks came up with to classify the basic elements. In 1869, Dimitri Mendelev evolved that concept and began to classify the elements by their atomic mass.  The idea of classification is critical to how you understand something. While sales managers have been critical to sales productivity for 100+ years, it's an often misunderstood role. The same applies here. Classification matters.

Let's face it.  Buyers have evolved, marketers have evolved, IT teams have evolved, leaders have evolved. And that leads to an important question -- What about sales managers?  How have they evolved?  Companies expect a LOT out of their sales management team. How they view (categorize) their sales management team at the organization matters. Do they expect forecasts on time? That means managers have to spend time in spreadsheets and opportunity reviews. 

What makes a sales manager today?  As organizations modernize and evolve to close the gaps to customers, their role is evolving. How?  In this episode, Scott and Brian explore the expectations of today's sales management team. They discuss the expectations placed on sales managers. And they offer a practical view of enablement that aligns not only to the challenges sales managers face, but also the productivity challenges in leading a team of customer-centered sellers.

Listening to this episode, you'll walk away with:

  • A view of the challenges sales managers face
  • A practical way to get started with enablement initiatives designed to help
  • Helping managers tackle the pressures as they juggle execution with operating in a sales function
  • Insights into the relationship between managers and sellers today


As always, let us know what you think.