SBI Podcast

Today’s topic is transitioning from sales training to sales enablement.  Sale enablement is about driving revenue per sales head up and time to productivity for new sales hires down.

Joining us today is Brad Kerst, Senior Director of Global Sales Enablement for Intuitive Surgical, a medical device company.  Intuitive Surgical is the leader in surgical robotics, manufacturing and selling the da Vinci® Surgical System.  Brad and Greg discuss the difference between sales training and sales enablement. 

Sales training is the focus on three core areas of technical product knowledge, industry knowledge, and sales skills and execution.  By comparison, sales enablement is a focus on the process and analytics to improve the effectiveness and efficiency of the sales force.  Listen to Brad explain how both are interlocked, with training as the background and context and the enablement side is the execution. 

Brad goes into detail explaining how sales training and sales enablement are symbiotic.  Sales training develops the skills and sales enablement defines the behaviors and skills and generate the insights necessary to drive and maximize results.  In the final segment of the program listen to Brad describe his training certification process and blended learning approach.

 

Direct download: SBI_AP1623-Brad_Kerst.mp3
Category:Sales Strategy -- posted at: 6:37pm EST

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