Mike Garber: Commercial Productivity and Organizational Development

  If you ask 20 revenue managers about where enablement lives and how to structure the revenue organization for success, you'll get at least 10 different answers (and if you only got 10 different answers, that may be statistical consensus!). The problem is that all of these answers may be right- and wrong. There is no "one-size-fits-all" approach. Goals, org structures, size, culture, and myriad other variables create countless obstacles to productivity and consensus, and even well-intentioned enablers end up enabling the dysfunction. Too often we look for that silver bullet- too bad it doesn't exist.  Revenue growth and retainment demands a thoughtful and strategic approach aligned with your organizational goals that goes beyond individual or even departmental excellence. These are ideas to start thinking about, but they cannot be answered in a short LinkedIn post- it takes time, review, and in most cases, hands-on auditing. Breaking Down Silos and Creating Harmony A...

  In the dynamic world of startups, sales enablement plays a vital role in driving success . This is equally true for startups that receive private equity investments. These investments bring a new level of growth potential and resources to startups, but they also introduce specific challenges that require effective sales enablement strategies to overcome. When startups receive investments, they often experience an accelerated growth trajectory and increased pressure to deliver returns. This presents unique challenges in their sales processes that can be effectively addressed through sales enablement. Some of the key challenges faced by startups with private equity investments include: Rapid Scaling and Expansion Investments often fuel rapid scaling and expansion, requiring startups to quickly build and align their sales teams, processes, and strategies. Sales enablement becomes crucial in providing the necessary guidance and support to ensure a seamless scaling process while maint...

  Sales teams today are under more pressure than ever to meet their targets and stay ahead of the competition. The good news is that technology has made it easier than ever to streamline the sales process and increase efficiency. One technology in particular – AI – is proving to be a game-changer for sales teams. By supplementing the sales process with AI, companies can increase productivity, drive revenue growth, and stay ahead of the competition. Note : I enlisted the help of ChatGPT with this article and its answers are clearly marked throughout. So, what exactly is AI, and how can it help sales teams?  ChatGPT: AI, or artificial intelligence, refers to the development of computer systems that can perform tasks that typically require human intelligence. In the sales process, AI can help automate routine tasks, provide real-time data and insights, enhance decision-making, and streamline processes. Automate manual tasks  The biggest benefit of AI in the sales process is ...

  In today's digital age, information is abundant. Nobel Laureate Herbert A. Simon's words ring true: "A wealth of information creates a poverty of attention." As we navigate through an ocean of content, it's easy to get overwhelmed and lose focus. This phenomenon is not only applicable to individuals but also extends to organizations, especially in the realm of sales enablement. The misguided pursuit of quantity over quality can hinder the effectiveness of enablement functions by causing learners to spend so much time in consuming content that they end up zoning out or skipping it entirely. Dirk von Gehlen's observations on content in his manifesto “ Essentially Less ” emphasize the societal bias towards quantity noting that the size of a book is often equated with its importance. Similarly, some organizations measure success in their enablement functions based on the sheer volume of content churned out, overlooking the vital importance of its impact on sales...

  The other day I was watching an episode of “ Mister Rogers’ Neighborhood” with my kids. I loved this program when I was little and am glad that it is still around for streaming for my children to enjoy. The reduced pace and calmness of the program is a welcome change from the bright, flashy, fast, and loud kid programs today. In today's media, arrogance and bullying are often celebrated…especially when they come from the main character. Insolence is treated as a virtue, not a flaw. Instead of guiding children, adults are portrayed as oppressive figures. And absolutely nothing bad ever happens that can’t be fixed in 5 minutes. This shift in storytelling shapes a new understanding of success and failure. That brings me to today’s topic: winning and losing. In this particular episode of “Mister Rogers’ Neighborhood” his friend entered a baking competition. He tried his best and produced a nice cake. He wanted to win…really wanted it.  In today’s shows he would’ve won because w...

Every startup is looking to thrive, and these companies need a strategic approach to sales that goes beyond the sole focus of quick growth. This is where sales enablement plays a pivotal role. I've witnessed firsthand how implementing effective sales enablement strategies can fuel remarkable growth, drive success, and put your startup on track for sustained growth.  Sales enablement isn’t just training, it is a comprehensive approach that equips sales teams with the tools, resources, and knowledge they need to excel in their roles. It empowers companies to navigate the challenges of growth, scale their sales efforts, and maximize revenue potential by creating repeatable and scalable processes and for new and seasoned reps and managers. Streamlining Processes for Efficiency Startups operate in a lean environment, where efficiency and resource optimization are crucial. Sales enablement brings structure and streamlines sales processes, ensuring that every interaction with potential cu...

  There have been a lot of posts about the recent advancements in AI, especially around Large Language Models like ChatGPT, the integration with Microsoft Office products, and Google’s Bard. I worked with Nokia and Microsoft during the digital assistant revolution (#Cortana was ahead of its time), and the excitement now is even more palpable. More than just assistants, the new breed of innovation is moving into the realm of truly augmenting human capability- even at its current state. With a background in sales and enablement of nearly two decades, this is where I tend to focus my attention- and the changes over the past few years have been enormous. Technologies that have been around for decades, like CRMs, have made exponential leaps, and new technologies are coming into existence that can forever change the landscape of sales. The increasing prevalence of sales automation tools now allows sales teams to streamline their processes and improve their results like never before....