66: Hope is Not a Strategy and Sales Enablement with Roderick Jefferson

In this episode, my good friend Roderick Jefferson joins me to talk about how hope is not a strategy, and why enablement is so critical to organizations success. Training is not a one-time spot fix that’s reactive. It’s ingrained and woven into a company’s fabric If you don’t know the sales handshake, you’re marketing  If you know one more thing than everyone else in the room, you’re the subject matter expert We’re change management agents Coaching only works if someone is coachable Hope is not a strategy  Reps need to think about the enablement department of a company What drives the company? Sales, service, engineering will all drive the company differently. You need to go where your personality fits Make leadership your megaphone Ask people who are smarter than you Enablement is a lot like college or marriage, it’s not for everyone and it takes a lot of work!