Jessie Shipman
March 27, 2023
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5 min read
In part 1, I talked about metrics. Once the work has been done to reset metrics that focus on ecosystem led growth, then it becomes imperative that a sales leader be supporting ecosystem behaviors by reinforcing the importance of partner enablement.
Focusing on ecosystem led growth becomes a pivotal strategy after resetting metrics to highlight its importance. It's essential for sales leaders to champion partner enablement, underscoring its significance at every stage of the sales cycle, especially during training and enablement phases. This is the juncture where the foundation for success is laid, and motivation begins to take root.
Understanding the Critical Role of Sales Leaders in Partner Enablement
Sales leaders play a vital role in nurturing their teams through active involvement, particularly during the crucial moments of training and enablement. There are three pivotal times when a leader's influence is most impactful:
Embedding Partner Enablement and ELG into the Sales Culture
The essence of these interactions goes beyond simple training follow-ups; they are integral to cultivating a learning culture that embraces ecosystem led growth. Over time, this approach strengthens the team's ability to seamlessly integrate and apply new learnings, making strategic sales conversations more impactful. As these practices become embedded in the team's routine, sales meetings evolve from learning check-ins to strategic planning sessions focused on leveraging partnerships for growth.
Ultimately, embracing partner enablement and focusing on ELG are not just about individual training events but about integrating these principles into the daily workflow of sellers. Through consistent coaching and support from sales leaders, these behaviors become second nature, fostering an environment where ecosystem-led strategies drive success.