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bureaucracy, risk aversion, noise, and inflexibility that paralyzes customer- facing employees from responding to the rapidly changing needs of the market and, thus, creating massive barriers for growth.”


The SESociety is championing the innovative idea that a new organiza- tional role (sales enablement) – one that operates as a business within a business – can work as an “execution fabric” to help companies strategi- cally adjust to the rapidly changing business environment.


THE POWER OF CONNECTION, ENGAGEMENT


The SESociety is vastly different from other professional organizations. There is a laser focus on member experience and the value of unlock- ing the power of ideas through active connections and member engage- ment in everything the society touch- es. As the organization grows, so does the member-driven management of activities – all focused on the member experience. The SESociety, through member dialogue and the exchange of ideas, released the “Seven Es” to communicate the shared mission, vi- sion, and values of the members. The Seven Es are at the center of the membership – surrounded by three areas of engagement. SESoci- ety headquarters primarily supports member-run chapters and work- groups, defines market and media outreach, and manages events, pro- grams, and sponsors. The SESociety chapters lead local meetings, position voting, and member engagement at the chapter level, while the SESociety workgroups connect members virtu- ally, investigate and research group- sourced topics relevant to the indus- try, and operate with a small company start-up mindset. Check us out or join (membership is free) at sesociety.org. Additionally, SESociety members and others convene annually for the SESociety Annual Conference, gathering for a member experience- driven event unlike any other industry conference. Members choose their


conference paths from a wide variety of interactive and member-focused topics from all areas of the industry. Registration is underway for our next not-to-be-missed out-of-the-box con- ference in Denver, CO, from Septem- ber 16-19. Get more information and register here.


DISRUPTING THE OBVIOUS CONNECTION FOR DEEP, STRATEGIC ALLIANCES The SESociety strives to connect thought leaders, people, and orga- nizations that typically would never meet or exchange ideas and perspec- tives. Facilitating unlikely connec- tions disrupts the traditional thinking – elevating the ideas and dialogue. Relationships between universities, corporations, and thought leaders have led to an endowment to study sales enablement at the University of Texas, Dallas, under a program run by Dean Howard Dover. Relationships


SELLING TIP The Manager as Motivator


For salespeople to be productive, they must be motivated to sell. Motiva- tion is a force from within and – although motivation cannot be artificially induced – a positive, enriching environment can help breed the self-moti- vation salespeople need to make it big in sales. Below are some tips for managers who want to provide an environment that helps salespeople pursue and attain their professional goals. 1. Get to know each salesperson individually. Understand their problems and help them if you can. Give each a sense of personal belonging.


2. Treat each salesperson as an individual – not a collective sales force. Give individual praise for outstanding achievement.


3. Stress the status and trust invested in them as sales professionals. 4. Introduce your salespeople to important people you know. 5. Allow your salespeople to participate in training sessions, sales meet- ings, and quota setting. 6. Read all reports and comment on them individually and promptly. 7. Maintain an open-door policy with your salespeople. Be available and open-minded when they wish to contact you.


8. When evaluating, stress the individual’s personal growth and develop- ment and encourage it – in addition to reporting on his percentage of production in the company.


Although it is up to each individual to motivate him or herself, as a sales manager you can be an influencing factor by providing a positive environ- ment that encourages motivation.


– SELLING POWER EDITORS SELLING POWER JUNE 2018 | 29 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


E x 7


Mission to Elevate the profession Enlighten members how to lead Organizational change – Evolve Educate on how to do it Positive & challenging Environment Forum to Exchange ideas Help get new & better jobs – Employ


with the University of Houston, TX; Florida International University; and others have also emerged. Connec- tions between Selling Power maga- zine, Sales 3.0, Elay Cohen (CEO of SalesHood), and the SESociety have become powerful alliances in support of elevating the sales enablement profession. Many of these relation- ships currently exist – with many more to develop.


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