Today’s topic demonstrates how to get sales improvement programs adopted in a matrix organization. To help illustrate today’s topic we will think through sales enablement within a matrix organization using Frontier Communications as a use case. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 to access a revenue growth methodology to hit your number quarter after quarter, and year after year.
I recently interviewed Ian Petersen, the Senior Vice President of Sales Operations and Enablement at Frontier Communications. Frontier offers broadband, video, voice bundles for small businesses, and advanced business communications for medium and large businesses in 29 states with approximately 28,000 employees. Ian is uniquely qualified to speak on this topic with experience in matrix organizations at Sun Microsystems, Oracle and now Frontier. Watch as Ian demonstrates how to get sales improvement programs adopted in matrix organizations.
With limited budget and staff there can be no wasted effort. Ian describes how to align sales enablement goals with the things that people want. Watch as Ian demonstrates how to build sales enablement programs in a matrix organizations that will “fly off the shelf.”
This topic is so important because large enterprises are investing heavily in sales enablement, yet not realizing the full value. One of the causes of this unfortunate outcome is the matrix organization. The matrix is required in these large enterprises to simply deal with their massive scale but this creates an added level of difficulty for sales enablement leaders.
Alignment happens when sales enablement paints the value behind everything that we do. Ian states, “Paint the value of why we use a CRM system, why we would be changing the way a process works, why a particular training or enablement technique is going to make them incrementally successful. Make them want to adopt it by showing them an alignment to the things that they care about in their driving to their own incomes.”
Realizing the full value of sales enablement investments inside an enterprise company requires a unique approach. The level of complexity and added level of difficulty for sales enablement leaders inside a matrix organization requires new skills.
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