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!