As sales leaders, our arch nemesis is jargon—and yet, we’re obsessed with terminology that, outside of our business bubble, has meaning and significance that’s confusing at best. What could a 7 year possibly teach about Sales Enablement?
One of the most refreshing and insightful changes of pace is to examine our work, communication, and sales assets from the perspective of a 7-year-old. At this age, humans are relentlessly curious, astute enough to learn valuable life lessons, and genuinely empathetic. As we think back to our own childhoods, we’ll remember a moment in time when our friendships, opportunities to learn, and imaginations were our entire worlds.
Here’s what our 7-year-old selves can teach us about sales enablement.
Money is secondary to empathy and value
Sales leaders are often driven by quotas, which means that we’re often hungry to close deals and chase new revenue opportunities. If we’re not careful, we’ll lose the heart and soul behind what we do—over time, every one of our micro-decisions will be tailored around the potential for financial gain.
We can’t fall into this trap.
Instead, we need to think back and remember why we do business—to solve our prospects’ problems, empower our customers, and to build business relationships with genuinely awesome people. When we focus on empowering our customers, and ourselves, to be the best that we can be, the money will come. Rest assured—when we prioritize value above monetization, we’ll complicate less and sell more.
It pays to be honest
Your buyers are astute and have likely been exposed to every sales trick to have ever existed. Over time, shady and dishonest sales tactics will wear them down.
Today’s consumers are self-directed in their research, which means that they are reading about your company before making the decision to talk to a sales rep. Along the way, your brutal honesty and transparency will be your most valuable asset.
Don’t be afraid to admit your company’s faults, shortcomings, and opportunities for improvement. Every organization has room to grow—the more honest and genuine you are, the more your audiences and customers will trust and love you.
When we were 7, we loved coloring books, drawing pictures, and admiring one another’s artwork. Our visual creativity helped us learn and grow into intelligent adults that we are today.
From an early age, human beings are design-driven. But when we’re adults, we often sacrifice that imaginative spark for something more ‘corporate’ and ‘serious’—because that’s what the workforce tells us to do.
At the same time, our 7-year-old selves are still a part of who we are. We rely on visuals to simplify ideas and guide us through our steepest learning curves. A complex, text-heavy document will often bury the simple takeaways that we need to remember.
No matter what sales enablement materials you create, make sure to pay careful attention to aesthetics and design. You’ll be able to break down complex ideas into their purest forms and connect with your target audiences in authentic and compelling ways.
Let your coloring book and finger paint masterpieces make the comeback that they deserve.
The bottom line
For every single one of this bog post’s readers, 7-years-old probably feels like ages ago. At the same time, it’s important to take a step back to reflect upon the purest versions of ourselves and why we do what we do.
You might even want to share some of your sales enablement materials with a 7-year-old in your life (seriously, do it). They won’t hold back and will—absolutely—share perspective that you may not recognize but will want to hear.