1. The SalesCraft Community Join the SalesCraft Linkedin Group Follow @salescraft on Twitter Find Content at www.salescraft.orgwww.salescraft.org Read the SalesCraft blog at www.wordpress/salescraft www.wordpress/salescraft

2. Let’s Talk Transformation The SalesCraft Advisory www.salescraft.org

3. Transformation?

4. or Transformation?

5. The Transformation Vision The ability to RELIABLY and PREDICTABLY adjust your sales model while continuing to deliver on your number, quarter after quarter

6. The Road to Transformation

7. WHAT IS IT?

8. Defining Sales Enablement Leadership Content Training Communications Culture

9. WHO CARES?

10. The Audience Quota Carriers Sales Manager’s SME’s Specialty Sales CMO

11. DO I HAVE TO?

12. Change Management Organizational Role Definition Governance Accountability Funding

13. WHAT ARE THE ODDS?

14. Insider Tips Reverse Engineering Translation & Packaging Rollout & Reinforcement Alignment of Metrics Tell the Story

15. WHAT HAVEN’T YOU TOLD ME?

16. Risk Mitigation Executive Support DO NOT Revert to Form Golden Thread Be Politically Aware Make it FUN!

17. WHAT IS IT? Leadership Content Training Communications Culture Transformation 5x5 WHAT ARE THE ODDS? Reverse Engineering Translation & Packaging Rollout & Reinforcement Alignment of Metrics Tell the Story WHAT ARE THE ODDS? Reverse Engineering Translation & Packaging Rollout & Reinforcement Alignment of Metrics Tell the Story WHO CARES? Quota Carriers Sales Manager’s SME’s Specialty Sales CMO WHAT HAVEN’T YOU TOLD ME? Executive Support DO NOT Revert to Form Golden Thread Be Politically Aware Make it FUN! WHAT HAVEN’T YOU TOLD ME? Executive Support DO NOT Revert to Form Golden Thread Be Politically Aware Make it FUN! DO I HAVE TO? Organizational Role Definition Governance Accountability Funding DO I HAVE TO? Organizational Role Definition Governance Accountability Funding

18. The Role of Technology

19. The Sales Enablement Journey SALES EXPERIENCE SALES OPTIMIZATION SALES AGILITY Transformation Sales Enablement The “Art” of Sales Drive Fundamental Change to the Sales Supply Chain Tied to Specific Sales Outcomes Balance Operational Investments by Creating a Foundational Sales Culture Fluidly Adjust the Sales Engagement Model in Synch with Market Conditions Organizational Objectives

20. The Sales Enablement Journey SALES EXPERIENCE SALES OPTIMIZATION SALES AGILITY Transformation Sales Enablement The “Art” of Sales Kickoff Tied to Enablement Benchmark Skills Engagement-Based Learning Translate & Package Premium Content by Sales Stage Introduce Governance Models & Certification Enablement Leader in Place Leadership Programs Communications Framework Technology Platform Sales Tools Partner with SME’s Pilot SE Initiatives Sales Culture Defined Enablement Team Informal Integrate LMS SE Dashboards at All Levels Defined Processes, Handoffs & SLA’s Content Strategy in Place Established Curriculums Execution & Deliverables

21. The Sales Enablement Journey SALES EXPERIENCE SALES OPTIMIZATION SALES AGILITY Transformation Sales Enablement The “Art” of Sales Competitive Threat Acquisitions or Merger Major Product Launch Go-to-Market Transition Major Initiative Leadership Transition Improve Sales Experience Retain Top Performers Formalize Leadership Messaging Create a Sales Portal Better Alignment with Marketing Revenue Impact Demonstrated Success Innovation Mindset Transformation Triggers

22. Adoption Time Phase I Phase II Phase III Status Quo Art of Sales Sales EnablementTransformation Business drivers create inflection points which trigger progression to next phase. Length of each phase varies, but typically lasts at least 6 months. Minimum time to Transformation is 1 year. Business drivers create inflection points which trigger progression to next phase. Length of each phase varies, but typically lasts at least 6 months. Minimum time to Transformation is 1 year. The Adoption Cycle

23. www.salescraft.org info@salescraft.org SALES ENABLEMENT ADVISORY Enable to Transform