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This Month …
In the Interview Hot Seat
Jonathan Farrington is in conversation with Tamara Schenk, Sales Enablement
Leader, Advisor and Author. They review the Sales Enablement journey since the pandemic and look at where it is right now. Enablement went through a journey of, in most cases, hard awakening and ongoing adaptation in all areas, such as what’s the right setup, how to lead it, what to provide for whom to achieve what, the role of senior executive involvement and, of course, the role of technology. Editorial
In his editorial, this month, Jonathan Farrington asks: Hey, Sales Leader, Do You Really Understand Your Role? He suggests the role of a sales leader is to translate the organization’s vision, mission and values into a meaningful context that sales teams can relate to and feel excited by. If this is achieved then the sales leader will have created a sales team with a shared mental model. This transforms an ordinary sales team into a high performing one. 
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