Featuring Keynotes: Ben Putterman and Kira Pollard-LipkisCritical Inflection Point: Confronting Changing Sales Enablement Realities That Will Shape the Future of our Profession
How many of you have worked months, quarters, or even years with incredibly smart learning professionals to design highly impactful learning programs? You crossed every T and dotted every I. You thoroughly researched and did discovery; you designed thoughtfully; yet your program just didn’t deliver the sustained behavior change or ROI you or your sales leaders had hoped for.
We’ve all been there. This begs the question: Why?
Why do so many sales enablement initiatives led by qualified and talented people not work the way we designed them to? This is precisely what we are going to unpack.
In this session we will discuss two case studies. Each began with the same requirements from the sales organization. Each happened at LinkedIn. And each yielded radically different outcomes.
We will begin with a case study of a time when we should have
gotten this right.
We had powerful supporting tailwinds, a talented cross-functional team, and a belief that we had what we needed for a successful launch of our program. Yet we were far from successful. So, what went wrong? We discovered what we now refer to as the four failure points that can derail even the best ideas and programs. Understanding these failure points is critical because only once you know them can you avoid them. And when avoided, we can elevate the sales enablement industry and create meaningful value with the sales organizations we support.
You will leave this session with new ideas to consider when launching significant and important programs within your company and insights into the potential sea change occurring in our profession.
By attending this session, you will be able to:
- Identify your potential failure points well in advance of having them derail your work and diminish your results.
- Understand why the results of your programs are tied to the diversity of your team.
- Create your own blueprint for widespread organizational behavior change that sticks.