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Ed Baines

SR. DIRECTOR SALES ENABLEMENT

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What do you do with unsolicited vendor gifts?

People & Leadership Financial Management Vendor Management

Keep it

I never accept them

Donate it

Depends on the dollar amount

Other (leave a comment)

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23.7k views10 Upvotes35 Comments

What is the biggest barrier to introducing more technology in classrooms, courses and companies?

Disruptive & Emerging Technologies Culture & Values Financial Management

The software costs too much

It takes too long to set things up and getting started

There is just not enough time to introduce anything at all

It is not clear that there are any benefits for us

There is not enough good technology

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8.6k views1 Upvote8 Comments

Is AI going to affect the number of jobs in your company in the next 12 months?

Culture & Values AI & Machine Learning

Yes, more jobs created

Yes, jobs lost to AI

Other (please comment)

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50k views11 Upvotes47 Comments

Which business function do you see the most need for automation?

End-User Services & Collaboration Applications & Platforms People & Leadership+6 more

Sales

Marketing

Accounts Payable

Accounts Receivable

Legal

Other (pls comment)

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14.5k views9 Upvotes18 Comments

If you plan to quit/have quit your current job in 2024, which of the following is your key reason for leaving?

People & Leadership Human Resources (HRIS)Talent Sourcing & Hiring

Better Pay and Benefits

Exploring new career opportunities

I'm starting my own business/practice/firm

Additional schedule/remote work flexibility

I dislike my boss/co-workers

Other (please share below!)

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5.8k views3 Upvotes4 Comments

What is the essential quality that a leader should have?

Employee Engagement

Vision

Courage

Integrity

Commitment

Responsibility

Focus

Cooperation

Patience

Foresight

All of these

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2.5k views3 Upvotes1 Comment

How long have you been with your current company?

People & Leadership Peer Insights

1-3 years

4-5 years

5-9 years

10-14 years

15-19 years

20-24 years

25-29 years

30-34 years

35 or more years

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3.1k views2 Upvotes

For those who have at least 15 years of work experience at 1 or many companies...... How long do you recommend you stay with your current company if you haven't been able to successfully interview and move up in the company in the past 3 years.

Peer Insights Team & Organizational Design People & Leadership

1-3 more years then start external inteviews

3-5 more years then start external interviews

0-3 more years but start external interviews now but be very selective on jobs

After 15 years it's really complicated. It needs to be the perfect next job for me to exit this company

I change companies if I have been there more than 5 years, even if I have been getting promoted

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2.4k views2 Upvotes3 Comments

How likely do you think it is that a four day work week will become the standard over the next 12 months?

People & Leadership Peer Insights

Inevitable

Highly likely

Somewhat likely

Somewhat unlikely

Very unlikely

Impossible

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54.1k views32 Upvotes64 Comments

Assuming that the idea/problem to be solved has been identified, which of these should be the first step for a new startup?

Management Tools Peer Insights People & Leadership

Market Research

Build a Team

Build a MVP

Make a Business Plan

Prepare a Pitch Deck

another action (mention in comments)

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5k views2 Upvotes3 Comments

What approach does your management use for top performing sellers who continue to be successful despite NOT adopting your new sales methodology that your company had invested heavily in? We are inclined to let top sellers continue to thrive with their old behavior so long as they deliver results, but we are concerned about the contradiction this may create, which could affect our ability to scale sales methodology adoption.

Peer Insights People & Leadership Process Management

Ed BainesSR. DIRECTOR SALES ENABLEMENT in IT Servicesa month ago

Well first - good for you for paying attention to this. This can be a sales culture killer when you are trying to establish new ways of working. Here are a few suggestions:

1. Create a balanced scorecard approach ...read more

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201 views1 Upvote2 Comments

I support a highly regulated reseller team that spends most of their time with resellers on existing contracted product education (with the reseller and end users), creating reseller incentives to drive usage, and product troubleshooting. Ultimately the sales team focuses more in these areas vs. driving new pipeline because most the products that could be contracted are already contracted. Given the reliance on lagging revenue indicators, what KPIs do you use to track the effectiveness of your reseller sales force?

Relationship Management Management Tools Peer Insights

Ed BainesSR. DIRECTOR SALES ENABLEMENT in IT Services2 months ago

Is the desire to drive new reseller partnerships AND identify leading indicators that could help you to effectively measure the likelihood of achieving revenue goals (lagging indicators)? Or do you simply want KPIs to track ...read more

257 views4 Upvotes1 Comment

What technology-based OR non-technology based approaches have you used to successfully encourage improved seller engagement within the CRM? I am specifically looking for ideas to promote better CRM hygiene and activate seller activity logging so that as management we have better visibility/confidence towards the strength of an opportunity.

Peer Insights Customer Relationship Management (CRM)

Ed BainesSR. DIRECTOR SALES ENABLEMENT in IT Services4 months ago

A tactic that many Sales & Revenue teams are taking is using software like digital sales rooms that automatically log buyer behavior and engagement into the CRM. The benefits are that 1) Sales reps don't need to take their ...read more

2 1 Reply

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383 views3 Upvotes6 Comments

What do you think is the biggest mistake leaders make during their mid-tenure (approx 2-5 years in their roles)?

Internal CXO Relationships Personal Development Feedback

Ed BainesSR. DIRECTOR SALES ENABLEMENT in IT Services3 months ago

Moving too far away from the voice of the front line sellers. Their opinion's matter and staying close to their perception beyond impersonal employee engagement surveys remains important to have a pulse on what is really ...read more

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1.2k views2 Upvotes7 Comments

Has the role of a sales manager become too big for most managers to handle? Have you reduced the scope of the manager role at your sales org? How?

Customer Engagement Employee Engagement Talent Management & Performance+1 more

Ed BainesSR. DIRECTOR SALES ENABLEMENT in IT Services2 months ago

Sales managers also have to be technology gurus and learn more about how technology is changing the landscape of sales, not just management. We have to add this extra layer of knowledge and insight about all the various tools. ...read more

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160 views2 Upvotes4 Comments

Gen Z is entering the workforce and many companies need to hire them. Would you consider student loan repayment assistance in addition to competitive compensation to help lure Gen Z to your organization? If not, what are you doing to hire and retain them?

Talent Sourcing & Hiring Employee Engagement Customer Engagement

Ed BainesSR. DIRECTOR SALES ENABLEMENT in IT Services4 months ago

This is a great question. The short answer is yes.

As part of the overall compensation package, I would explore a student loan allowance. Of course, it would have to come with safeguards, and would need to be considered ...read more

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10k views7 Upvotes17 Comments

In your opinion, what is the main value your organization's marketing department delivers?

Peer Insights

Ed BainesSR. DIRECTOR SALES ENABLEMENT in IT Services4 months ago

Do you can add some examples of what you are thinking about?

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48.8k views6 Upvotes33 Comments

What technology-based OR non-technology based approaches have you used to successfully encourage improved seller engagement within the CRM? I am specifically looking for ideas to promote better CRM hygiene and activate seller activity logging so that as management we have better visibility/confidence towards the strength of an opportunity.

Peer Insights Customer Relationship Management (CRM)

Ed BainesSR. DIRECTOR SALES ENABLEMENT in IT Services4 months ago

2 1 Reply

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383 views3 Upvotes6 Comments

As a sales enablement leader, how do you "upwardly manage" leadership to ensure they set a positive example and reps are held accountable?

Employee Engagement Customer Engagement Culture & Values+1 more

Ed BainesSR. DIRECTOR SALES ENABLEMENT in IT Services4 months ago

The answer is nuanced based on the culture of your organization and leader you are trying to influence. Generally, one of the more effective ways to do this is by leveraging the annual MBO goal setting process.

To ...read more

193 views1 Comment