Sales enablement: the ultimate sales psychologist

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Olapic Mosaic MyFonts M-Kit Studio Sales Enablement: The Ultimate Sales Psychologist September 18, 2019

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Olapic Mosaic MyFonts M-Kit Studio Jenn Haskell Senior Director of Global Sales Enablement; Monotype Imaging AKA: “Haskell” AKA: “Red” AKA: “Jenny From The Block”

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Jabra Training Program Manager Brainshark Inc. Director of Sales Enablement Monotype Director of Global Sales Enablement

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Olapic Mosaic MyFonts M-Kit Studio Monotype Empowering Brand Expression

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You’ve already interacted with our IP before getting to work today.

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Building Credibility Create stakeholders Communicate Present a strategy Create a sales enablement movement Implement quick hits Earn trust

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A Tale of Two E’s Empathy Enablement

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ORGANIZATIONAL BEHAVIOR: The study of both group and individual performance and activity within an organization. This area of study examines human behavior in a work environment and determines its impact on job structure, performance, communication, motivation, leadership, etc. • Autocratic Model • Custodial Model • Collegial Model • Supportive Model • System Model

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EMOTIONAL INTELLIGENCE: The ability to understand and manage your own emotions, and those of the people around you. People with a high degree of emotional intelligence know what they’re feeling, what their emotions mean and how these emotions affect other people. • How you feel, how your actions affect/inspire others • Personal accountability, don’t compromise values • Picking up others emotions/ques • Influencing emotions, interpersonal skills • Hope, optimism Motivation Empathy Self- Regulation Social Skills Emotional Intelligence Self- Awareness

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3 Types of Sales People 25% Under performers 55% Core performers 20% Rock Stars Motivational Techniques Know what the team considers important Consistent and open communication Recognizing success Serving as an advocate Understanding their personal goals Motivating a Sales Team

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Focus on Behaviors vs. Results Change. New behaviors have to stick. Sales behaviors drive sales activities, which in turn drive results. Measure. Always measure. Know what “good” sales rep behaviors are. Start with KPI’s and work backwards. Emphasize learning by doing.

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Olapic Mosaic MyFonts M-Kit Studio Thank You. www.monotype.com Jenn Haskell MBA Director of Global Sales Training and Enablement at Monotype https://www.linkedin.com/in/jennhaskellmba/