Alejandro Cabral is the Global Digital Sales Transformation Leader at Kimberly-Clark Professional working in Argentina.  In this session with The Collaborator, Alejandro focused on setting up adoption programs and enablement tools.

Here are a few tips he shared:

👉 Dig in to understand the pain you are seeking to solve.

👉 Collaborate with the organization to jointly define solutions, getting buy-in at this point.

👉 Pilot changes and identify, then arm, champions for the change.

Learn as much as you can about change management as it is central to driving adoption and central to enablement overall.

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okay with alejandro cabral alejandro did

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i

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butcher your name or did i at least do

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it reasonably well

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that was better than lady gaga so thank

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you hi john

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i love it i love it i and i love that

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comparison

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um do me a favor alejandro talk to us a

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little bit about

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who you are where you’re from and the

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kind of work you do

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yeah absolutely so let me start by uh by

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getting some stuff

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uh you know out of the way i’m 42 years

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old i’m

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i’ve been happily married for uh what is

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it now it’s 13 years

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17 years in total right 13 years married

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actually

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and i just moved to a new house which is

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why i have a virtual background and not

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my really cool

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old office background which is just not

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there anymore right

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i live in buenos aires argentina i live

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here all my life i

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work all around the planet actually but

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i’ve always lived here

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and i spent most of my career in b2b

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sales working for software companies big

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ones such as microsoft oracle that kind

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of company right and

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you’re going to learn a lot there um and

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one thing i can tell you about

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my experience in those companies and and

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my overall experience experiences

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i got in as an sdr or bdr i guess

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into one of those companies and i left

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as a senior sales director so i i did

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most of the sales jobs you can find in

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those large

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sales organizations and uh my favorite

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one

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said it’s enablement that’s the one

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where you actually get to give people

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back something right well you know

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we didn’t prepare for this question but

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i’m really kind of curious

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you struck a chord there does um

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do you see or and if you have the

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experience one way or the other

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alejandro

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a difference between how the american

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companies approach

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sales and enablement versus you know

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companies down in argentina

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oh yeah definitely this and i can tell

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you this it’s not just

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the us and argentina it’s the us and

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possibly everyone else

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right the structures in this culture

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right but

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i would say mostly um to me it’s it’s

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two big things

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you can have the technology and the

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systems

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and then you need the way of using those

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properly so technology and systems we

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can all get

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we can buy the same stuff you buy we can

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just go and talk to the best

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software branded out there and get all

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of that technology there

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we can hire three agencies to train us

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but then

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what makes the difference between

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countries and cultures is how we

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actually use them

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right so uh latin america is a bit

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chaotic that way

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we are not really much of you know

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process followers we

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really like to just see how things go

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and that’s

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very good for uh you know high yield

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environments

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sometimes and sometimes it’s not

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sometimes you

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need process you need the methodology

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and you need to follow the steps right

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so this yes there’s an actual difference

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absolutely

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i like that what what does your

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enablement team um

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in terms of size and structure and who

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you report into what does that look like

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where you work now

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right so uh right now um

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i actually do not lean a sales

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enablement team but

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something it’s kind of hybrid right i

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run a project management team

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which means we basically and we’re not

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big we’re

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just a small team i lead that and i have

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uh you know

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one of my program managers sits in the

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us actually

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and we’re responsible for creating and

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running

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adoption programs around technology and

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around i wouldn’t say processes but

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methodologies if you will right ways of

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using

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uh technology with the right processes

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right

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and we pair up with every single sales

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enablement team

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in the company so we can actually cover

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and service

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something around 600 650 reps right

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that’s that’s how many we have

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planet wine if you wish and i guess that

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includes managers and so on right

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but my point is we we do not take out of

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the enablement itself

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we pair up we collaborate with the teams

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that

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enable others and overall our roles our

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job is to actually

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connect those teams with the with the

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trends with the technology

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and we went really resonating out there

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that’s that’s so cool it’s so cool in my

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mind because

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you said in buenos aires and you’re

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helping drive the adoption across the

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globe

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you know i’m such a u.s centric view of

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the world where so often we think of

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ourselves as

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we drive it from the united states it’s

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refreshing to see

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it working differently in this case how

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how do you go about knowing which teams

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to work with

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or how do you structure your approaches

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there alejandro

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yeah well i come from a really highly

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consultative

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selling industry right

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and one thing i learned is you always

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start in discovery mode you don’t make

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any assumptions right so

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i guess that i could just make the

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assumption of i just need to go and talk

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to the sales enablement team or just go

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and talk to a sales leader and see

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what’s going on in his region or her

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region

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and take it from there what i do instead

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is i just look at the region first try

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to understand

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the org chart you know who’s who tries

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to figure out you know what’s the

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easiest way to get some feedback

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without getting my hand beaten you know

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because this

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is that thing about why is global

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looking at me i mean why would i care

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about my business i know how to run my

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business right so

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we don’t really want to fight regions

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over that we want to help them

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achieve more so in order to do that you

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first need to

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just come in with questions and go

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really deep into discovery mode

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try to understand their business and how

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they run things and that means

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a lot of people a lot of questions and

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then going back to the whiteboard just

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trying to figure it out

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and only then once we know who’s whom

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and you know where the pain

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is we really start working our way into

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the enablement programs

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that’s interesting so how do you how do

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you decide who to reach

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out to though meaning and i guess i mean

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this you could help

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600 plus people across the globe

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how do you come in in the morning to

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work and say to yourself

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i need to reach out to this group or

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this person

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are you looking at metrics from crm or

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someplace else

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how do you how do you realize where to

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start

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well that’s a good question um i’ll tell

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you this i

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do the same thing i did in my time as a

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wrap this is a strap

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that’s a bdr kind of rap i know my

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stakeholders and i go to them

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straight right right so directly to them

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and i mean my

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big big ways right big white world so

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here’s how it works when you don’t know

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who you need to talk to

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you go to the top guy and he’s going to

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push you down to whoever you need to

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talk to right so

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um i’m used to talking to vice

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presidents and presidents

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um that kind of of executive level you

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know

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discussion i just have those and they

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will point out you know where they think

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we need to work so um you know just as

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an example

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i’ve recently been working with latin

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america a lot and our

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bp who sits in in uh our vp of latin

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america who’s

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uh actually sitting in in

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roswell georgia uh she’s fantastic

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she actually said you need to stop doing

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that program that you’re running and

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instead you need to be talking to this

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person because now we need your help

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here

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she was absolutely straightforward and

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that’s that’s the great thing about

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really powerful stakeholders they know

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exactly where you need to go so instead

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of

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you know working my way all the way you

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know down

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and up into my stakeholder i have a

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position that allows me to just go

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straight into the stakeholder and then

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take his or her direction into who i

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should be talking to well that’s

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that’s and that’s really powerful having

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that push from the top

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guarantees you much more success or at

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least helps a lot when it comes to

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driving success

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you know if it’s okay alejandro could

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you give me an example of of

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how you learn about a problem or an

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opportunity to improve

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and what sorts of things you and your

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team do

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or you know in order to help facilitate

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those changes

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and drive adoption overall yeah and and

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that’s a good um that’s a good point

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adoption only comes

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in last right exactly

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it only comes in it’s really the last

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part so it’s funny because when i got

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here

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i didn’t know i was going to work in

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adoption i was really just focusing on

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implementation right but i got

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here and and it was really all about

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right i don’t know

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if this company is ready to do you know

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whatever we want to do

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yeah so instead of going out buying a

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bunch of licenses from these vendors and

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and then having to you know turn them

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off

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i i think i better understand who is

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ready right so the first thing

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i do is i kind of

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you know create an assessment um from

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the rep level

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i just trying to understand what’s you

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know what’s what do they like

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in the day of uh in the life of a rep

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right

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you start there because that gives you

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an idea on you know what are the

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shortcomings

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what are we not giving them or what do

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they need that they don’t have

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or even better are we listening to the

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ideas they have because you know in my

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experience the best ideas that can make

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an organization

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really powerful and effective comes from

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the reps

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they know what they need right so i

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start there actually and based on that

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i then go and look at the technology

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stack and that’s important because when

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you look

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at whatever you’re using yeah you can

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you know there’s there’s that thing no

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one no one wants to say that they

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they suck at using a crm right no one

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wants to admit

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that they send multiple emails but they

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only use like three buttons you know

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right but it happens everywhere but i’m

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with you someone wants to admit

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same thing with stuff like linden no one

0:10:06.720,0:10:10.640
wants to admit they have a really

0:10:08.560,0:10:12.560
sucky profile right so when you go and

0:10:10.640,0:10:15.200
look at the technology they use

0:10:12.560,0:10:17.440
you kind of realize you know these guys

0:10:15.200,0:10:19.600
are not using this the right way

0:10:17.440,0:10:20.720
because a maybe they don’t need they

0:10:19.600,0:10:23.760
don’t know how to

0:10:20.720,0:10:24.480
be they don’t really care or see there’s

0:10:23.760,0:10:26.560
a kind of a

0:10:24.480,0:10:28.320
management or leadership issue there no

0:10:26.560,0:10:30.959
one’s pushing them to right they’re not

0:10:28.320,0:10:32.720
on account of stuff like that so by

0:10:30.959,0:10:35.279
assessing what the rep is doing

0:10:32.720,0:10:37.440
and understanding you know whether the

0:10:35.279,0:10:39.839
shoe is too tight and where it’s not

0:10:37.440,0:10:42.000
i kind of get an idea on where i need to

0:10:39.839,0:10:42.640
go next and i keep doing that for at

0:10:42.000,0:10:44.399
least

0:10:42.640,0:10:46.079
a month or two months depending on what

0:10:44.399,0:10:49.760
i’m assessing right

0:10:46.079,0:10:51.440
okay based on that i then go into what i

0:10:49.760,0:10:53.360
try to doesn’t happen every single time

0:10:51.440,0:10:56.480
because you need a lot of collaboration

0:10:53.360,0:10:59.120
i try to go into a brainstorming session

0:10:56.480,0:11:00.959
to what i you know and to which i invite

0:10:59.120,0:11:02.720
some of the people i’ve i’ve interviewed

0:11:00.959,0:11:03.680
in the past right so talking to the

0:11:02.720,0:11:05.120
sellers what are their

0:11:03.680,0:11:08.079
what are their pains what are their

0:11:05.120,0:11:10.079
struggles yeah so maybe

0:11:08.079,0:11:12.240
maybe a united states enabling person

0:11:10.079,0:11:14.560
maybe i get a sales manager right

0:11:12.240,0:11:16.800
yeah and if i’m lucky enough maybe i get

0:11:14.560,0:11:18.240
a customer or a you know a salesperson

0:11:16.800,0:11:18.880
from a distributor or something like

0:11:18.240,0:11:21.839
that

0:11:18.880,0:11:22.560
and i do that because right after i get

0:11:21.839,0:11:25.519
an idea of

0:11:22.560,0:11:26.079
what’s going on what we need is ideas on

0:11:25.519,0:11:28.480
how to

0:11:26.079,0:11:30.240
move out of that situation right i

0:11:28.480,0:11:32.480
cannot create that for them

0:11:30.240,0:11:34.800
i can it needs to be something that they

0:11:32.480,0:11:36.959
create so i can actually then

0:11:34.800,0:11:38.480
go and find the right solution so an

0:11:36.959,0:11:41.040
example would be

0:11:38.480,0:11:42.320
you know ai is hot right now so why

0:11:41.040,0:11:45.360
don’t we just go and buy

0:11:42.320,0:11:48.320
something ai right if you look at the ai

0:11:45.360,0:11:50.000
offering out there it’s huge there’s

0:11:48.320,0:11:52.959
thousands of companies doing

0:11:50.000,0:11:55.120
any kind of ai you can possibly think of

0:11:52.959,0:11:56.000
right exactly an ai could mean something

0:11:55.120,0:11:59.040
very stupid

0:11:56.000,0:11:59.680
to something very powerful so so how do

0:11:59.040,0:12:02.399
you

0:11:59.680,0:12:02.880
write one right you need to know uh

0:12:02.399,0:12:04.720
where’s

0:12:02.880,0:12:06.160
you know what’s the business impact but

0:12:04.720,0:12:08.240
most importantly

0:12:06.160,0:12:10.240
are these people going to use this or

0:12:08.240,0:12:12.079
not and is that going to create that

0:12:10.240,0:12:12.800
business impact because only then you

0:12:12.079,0:12:14.399
can

0:12:12.800,0:12:15.839
really go after the business case

0:12:14.399,0:12:17.680
without the business case you really

0:12:15.839,0:12:19.839
can’t buy any technology right

0:12:17.680,0:12:21.360
and you can buy any technology without

0:12:19.839,0:12:23.120
you know the right feedback from the

0:12:21.360,0:12:23.760
people that are supposed to be using it

0:12:23.120,0:12:26.959
right

0:12:23.760,0:12:27.279
so it’s it’s a process i like that so

0:12:26.959,0:12:29.519
once

0:12:27.279,0:12:30.639
so you’re having that conversation

0:12:29.519,0:12:31.920
hopefully you’re having a great

0:12:30.639,0:12:34.240
collaborative

0:12:31.920,0:12:36.079
conversation with these people you then

0:12:34.240,0:12:38.240
go find the solution

0:12:36.079,0:12:39.680
how do you actually go about making sure

0:12:38.240,0:12:41.279
that they understand how to use it and

0:12:39.680,0:12:42.320
that most importantly

0:12:41.279,0:12:45.279
and kind of the point of this

0:12:42.320,0:12:47.600
conversation that they adopted

0:12:45.279,0:12:49.519
yeah that’s that’s you know i wish there

0:12:47.600,0:12:49.839
was a short answer let me just make up

0:12:49.519,0:12:51.210
one

0:12:49.839,0:12:53.600
because it’s going to be easier

0:12:51.210,0:12:56.399
[Laughter]

0:12:53.600,0:12:58.560
to me there’s just a few factors that

0:12:56.399,0:13:01.360
contribute to people wanting to use

0:12:58.560,0:13:02.480
stuff right the first one is um and and

0:13:01.360,0:13:06.480
and this is a company that’s

0:13:02.480,0:13:08.240
great at this um you need to give them

0:13:06.480,0:13:09.279
something that’s useful to them so you

0:13:08.240,0:13:11.519
know that all

0:13:09.279,0:13:13.200
what’s in it for them kind of questions

0:13:11.519,0:13:14.959
for me exactly

0:13:13.200,0:13:16.399
it needs to be there with him that’s

0:13:14.959,0:13:18.079
what yeah exactly

0:13:16.399,0:13:20.160
needs to be there you need to start with

0:13:18.079,0:13:21.519
that right but that doesn’t

0:13:20.160,0:13:22.880
it’s not enough doesn’t make it right

0:13:21.519,0:13:25.040
you need you need more you need

0:13:22.880,0:13:27.920
leadership engagement and you need them

0:13:25.040,0:13:29.279
to buy in so it’s not enough to get the

0:13:27.920,0:13:31.279
money

0:13:29.279,0:13:33.600
which you would right just from your

0:13:31.279,0:13:34.079
stakeholders you need to get the support

0:13:33.600,0:13:36.720
because

0:13:34.079,0:13:38.320
it is definitely something that needs to

0:13:36.720,0:13:39.680
come all the way from the top down

0:13:38.320,0:13:41.839
especially when you’re implementing

0:13:39.680,0:13:43.360
something new so let’s say that the the

0:13:41.839,0:13:45.440
technology change you’re

0:13:43.360,0:13:46.959
proposing or just the methodology change

0:13:45.440,0:13:49.199
you’re proposing is huge

0:13:46.959,0:13:51.600
this is not like switching from outlook

0:13:49.199,0:13:54.560
to whatever client you want to use right

0:13:51.600,0:13:55.519
this is huge this is like changing a crm

0:13:54.560,0:13:57.839
this is like

0:13:55.519,0:13:59.519
uh you know changing from a seven step

0:13:57.839,0:14:01.920
sales process to a 12

0:13:59.519,0:14:03.680
step sales process right it’s huge so

0:14:01.920,0:14:06.079
you want to

0:14:03.680,0:14:07.760
get that happening you need all sorts of

0:14:06.079,0:14:08.639
people saying yes this is the way we

0:14:07.760,0:14:10.480
need to go

0:14:08.639,0:14:11.920
and that needs to be constant and it

0:14:10.480,0:14:14.560
needs to come from leadership

0:14:11.920,0:14:16.399
you also need i would say success

0:14:14.560,0:14:19.120
stories right those are so

0:14:16.399,0:14:20.959
so important and you get those by

0:14:19.120,0:14:23.600
building a champion program so whatever

0:14:20.959,0:14:26.480
we do whatever program we put out there

0:14:23.600,0:14:28.399
we always put champions in place right

0:14:26.480,0:14:29.440
and these people are really absolutely

0:14:28.399,0:14:31.199
special yeah

0:14:29.440,0:14:33.040
not even we don’t we don’t want to call

0:14:31.199,0:14:35.199
them a real optous they are they come

0:14:33.040,0:14:38.160
way before that these guys are so

0:14:35.199,0:14:39.680
excited about getting things done

0:14:38.160,0:14:41.680
how do you find those champions

0:14:39.680,0:14:43.440
alejandra or how do you how do you find

0:14:41.680,0:14:45.600
them or make them or what

0:14:43.440,0:14:47.199
what do you do to identify them because

0:14:45.600,0:14:49.519
i agree with you if you have those

0:14:47.199,0:14:51.199
champions it goes a long ways

0:14:49.519,0:14:52.959
it’s a bit of both right you find them

0:14:51.199,0:14:55.680
and you make them so uh

0:14:52.959,0:14:57.600
you know it really comes up to what are

0:14:55.680,0:15:00.000
we trying to do here right so

0:14:57.600,0:15:01.360
if it’s something really cool really

0:15:00.000,0:15:04.079
really cool

0:15:01.360,0:15:05.440
but kind of mainstream it’s easier

0:15:04.079,0:15:06.399
because you are going to find him so

0:15:05.440,0:15:08.240
that happened

0:15:06.399,0:15:09.440
uh to me a couple of times with social

0:15:08.240,0:15:10.839
standing i mean i’ve been doing social

0:15:09.440,0:15:12.959
selling for the past seven or eight

0:15:10.839,0:15:14.720
years and it’s not new anymore right so

0:15:12.959,0:15:15.440
you can find people doing social selling

0:15:14.720,0:15:17.440
everywhere

0:15:15.440,0:15:18.480
that’s not new anymore but if i wanted

0:15:17.440,0:15:21.120
to get someone

0:15:18.480,0:15:22.399
who’s passionate about um i don’t know

0:15:21.120,0:15:24.720
the manager automation

0:15:22.399,0:15:26.399
or anything that you can actually get

0:15:24.720,0:15:28.240
out of ai or even

0:15:26.399,0:15:29.600
even just looking at numbers and getting

0:15:28.240,0:15:32.560
data out of it

0:15:29.600,0:15:33.680
um and and and doing something with that

0:15:32.560,0:15:36.399
you know

0:15:33.680,0:15:37.519
creating an actionable output out of ai

0:15:36.399,0:15:40.720
is not easy

0:15:37.519,0:15:41.360
what we do is we uh we create kind of

0:15:40.720,0:15:44.240
the uh

0:15:41.360,0:15:45.519
pilot if you wish right yep and uh we

0:15:44.240,0:15:48.639
don’t just invite people

0:15:45.519,0:15:50.560
in we try to put the pilot

0:15:48.639,0:15:51.680
in front of everyone as many people as

0:15:50.560,0:15:55.040
we can

0:15:51.680,0:15:57.040
and focus on hand racers right whoever

0:15:55.040,0:15:58.480
raises their hand you know there’s going

0:15:57.040,0:15:59.600
to be a lot of interest in a lot of

0:15:58.480,0:16:00.959
people of course right

0:15:59.600,0:16:02.079
all of them are going well not all of

0:16:00.959,0:16:04.160
them but some of them are just going to

0:16:02.079,0:16:06.000
say yeah i’m interested it looks cool

0:16:04.160,0:16:08.160
looks like the next big thing i want to

0:16:06.000,0:16:10.240
be a part of that that’s fine

0:16:08.160,0:16:11.279
how do you pick the right ones you store

0:16:10.240,0:16:13.759
the pylon

0:16:11.279,0:16:15.519
and then you only you know you my

0:16:13.759,0:16:17.120
mission with the pilot is not to test

0:16:15.519,0:16:19.440
the technology that’s

0:16:17.120,0:16:22.560
obvious that it’s most possibly going to

0:16:19.440,0:16:25.600
work but to actually find those people

0:16:22.560,0:16:27.199
if i can find someone that’s a really

0:16:25.600,0:16:29.920
successful at what they do

0:16:27.199,0:16:31.839
and b they can actually leverage what we

0:16:29.920,0:16:33.519
are proposing them to do

0:16:31.839,0:16:35.680
to be more successful that’s the

0:16:33.519,0:16:38.320
champion right there all you need

0:16:35.680,0:16:39.120
all you need after that is to you know

0:16:38.320,0:16:40.800
hook them up

0:16:39.120,0:16:42.800
get the commitment because you don’t

0:16:40.800,0:16:43.759
really want to take a seller that’s

0:16:42.800,0:16:46.639
making like

0:16:43.759,0:16:46.959
50 of the quota for of our sales manager

0:16:46.639,0:16:49.360
and

0:16:46.959,0:16:51.440
burden them with more stuff you really

0:16:49.360,0:16:53.360
want to know that they can do it right

0:16:51.440,0:16:54.720
so sometimes even when you find good

0:16:53.360,0:16:56.720
ones you can’t

0:16:54.720,0:16:58.639
make them into better ones because you

0:16:56.720,0:17:00.720
they they just won’t have the time

0:16:58.639,0:17:03.279
you need to be careful i never picked

0:17:00.720,0:17:05.199
the top top top wraps for instance right

0:17:03.279,0:17:06.720
i always go to the second guy you know

0:17:05.199,0:17:09.199
the runner up that guy

0:17:06.720,0:17:11.120
really wants in and maybe it’s not the

0:17:09.199,0:17:12.799
number maybe it’s something new or even

0:17:11.120,0:17:14.000
people that is ready for the next step

0:17:12.799,0:17:15.600
in their career those are great

0:17:14.000,0:17:17.760
champions as well

0:17:15.600,0:17:19.679
i love that so you’ve got the champions

0:17:17.760,0:17:21.360
you identified them

0:17:19.679,0:17:23.039
one way or another like you like you

0:17:21.360,0:17:25.919
just went through alejandro

0:17:23.039,0:17:27.600
um how do you leverage the champions or

0:17:25.919,0:17:28.400
how do the champions help you drive

0:17:27.600,0:17:31.360
adoption

0:17:28.400,0:17:33.200
the way that you’re doing it it really

0:17:31.360,0:17:34.320
depends on the champion and the program

0:17:33.200,0:17:36.240
right so the program

0:17:34.320,0:17:37.760
that you create for the champions is

0:17:36.240,0:17:40.320
really about giving them

0:17:37.760,0:17:41.840
something back and that something is not

0:17:40.320,0:17:42.720
money you don’t just give them gift

0:17:41.840,0:17:46.240
cards right

0:17:42.720,0:17:47.919
you help them get exposure you help them

0:17:46.240,0:17:49.600
advance their career you help them with

0:17:47.919,0:17:51.280
a bunch of things you coach them you

0:17:49.600,0:17:53.919
mentor them stuff like that right

0:17:51.280,0:17:56.480
and i gotta call you out for that one in

0:17:53.919,0:17:59.360
a positive way because so many people

0:17:56.480,0:18:00.000
say sellers are just coin operated some

0:17:59.360,0:18:02.400
people want

0:18:00.000,0:18:03.039
the money and we i mean everybody wants

0:18:02.400,0:18:05.039
the money

0:18:03.039,0:18:06.799
but it’s always about something else too

0:18:05.039,0:18:08.000
and i love that you said that what else

0:18:06.799,0:18:10.160
can you give them whether it’s the

0:18:08.000,0:18:12.160
coaching or the exposure or other things

0:18:10.160,0:18:14.160
really smart so making sure there’s

0:18:12.160,0:18:16.559
something in it for them again

0:18:14.160,0:18:18.720
yeah and it and you know what i i’ve had

0:18:16.559,0:18:21.679
my experience as a champion myself

0:18:18.720,0:18:22.640
that helps being recognized that when

0:18:21.679,0:18:25.600
you’re at a ramp

0:18:22.640,0:18:27.200
you want eyes on you that most of them

0:18:25.600,0:18:28.080
would especially if you’ve raised up

0:18:27.200,0:18:29.600
your hands

0:18:28.080,0:18:31.840
you know you had to be a champion of

0:18:29.600,0:18:34.240
something you really want

0:18:31.840,0:18:36.400
you know eyes on you and and not just

0:18:34.240,0:18:37.600
eyes the right set of eyes right like

0:18:36.400,0:18:38.960
might be

0:18:37.600,0:18:40.799
someone that can really help me out

0:18:38.960,0:18:41.440
right so that’s one thing the other

0:18:40.799,0:18:42.880
thing is

0:18:41.440,0:18:45.360
it doesn’t matter that they become

0:18:42.880,0:18:48.240
champions you just don’t let them go

0:18:45.360,0:18:50.000
like that right you stay with them so uh

0:18:48.240,0:18:52.160
right now one of my favorite

0:18:50.000,0:18:54.559
champion programs we’re running i didn’t

0:18:52.160,0:18:56.080
create it one of my interns did i have a

0:18:54.559,0:18:58.000
fantastic intern

0:18:56.080,0:18:59.360
and she came up with this idea of

0:18:58.000,0:19:01.760
creating a program

0:18:59.360,0:19:02.640
what all we do is just suggest the stuff

0:19:01.760,0:19:04.559
they need to do

0:19:02.640,0:19:06.480
and that’s it we don’t really give them

0:19:04.559,0:19:08.880
not even guidelines we just suggest

0:19:06.480,0:19:09.520
things and see who actually responds to

0:19:08.880,0:19:11.280
that

0:19:09.520,0:19:12.720
and it’s really really cool because what

0:19:11.280,0:19:15.520
that actually cost

0:19:12.720,0:19:17.200
is some sort of competition among

0:19:15.520,0:19:19.200
champions of the program

0:19:17.200,0:19:21.200
and you can see who’s really getting

0:19:19.200,0:19:23.600
into it because we’re just giving them

0:19:21.200,0:19:24.240
vague you know not not very but kind of

0:19:23.600,0:19:25.919
big

0:19:24.240,0:19:27.840
like what though alejandro like what

0:19:25.919,0:19:30.720
kind of suggestions do you

0:19:27.840,0:19:32.799
you give them their work is um here’s

0:19:30.720,0:19:34.720
how it works right let’s say that um we

0:19:32.799,0:19:35.200
have a challenge for this week or this

0:19:34.720,0:19:37.200
month

0:19:35.200,0:19:39.440
okay and it’s about just getting the

0:19:37.200,0:19:40.080
right content up on linkedin or just in

0:19:39.440,0:19:42.559
one of our

0:19:40.080,0:19:43.360
you know networks or something like that

0:19:42.559,0:19:46.000
we don’t tell them

0:19:43.360,0:19:47.120
what that content should be like we just

0:19:46.000,0:19:49.760
give them titles

0:19:47.120,0:19:50.799
we just give them you know vague ideas

0:19:49.760,0:19:52.720
of what

0:19:50.799,0:19:53.919
you know that article could look like

0:19:52.720,0:19:55.840
that piece of content

0:19:53.919,0:19:58.640
but we don’t really tell them go go

0:19:55.840,0:20:02.000
create or go find it

0:19:58.640,0:20:03.919
right so some reps get it and they go

0:20:02.000,0:20:05.200
after creating something new or finding

0:20:03.919,0:20:06.799
something new right

0:20:05.200,0:20:08.480
then some others will not because they

0:20:06.799,0:20:10.159
don’t have the time or because they

0:20:08.480,0:20:11.840
they didn’t sign up for that right they

0:20:10.159,0:20:14.240
want to be told what to do

0:20:11.840,0:20:15.600
what that does for us is it it creates

0:20:14.240,0:20:18.480
kind of a

0:20:15.600,0:20:20.000
you know um how would i put it it’s it’s

0:20:18.480,0:20:22.240
interesting because it’s not

0:20:20.000,0:20:23.280
better champions and champions that are

0:20:22.240,0:20:24.960
not that good

0:20:23.280,0:20:27.520
it’s just champions that are more

0:20:24.960,0:20:29.840
willing to jump and created stuff

0:20:27.520,0:20:31.840
and champions that really want you to

0:20:29.840,0:20:34.640
tell them we need your help with this

0:20:31.840,0:20:35.200
right yeah she gets all of them engaged

0:20:34.640,0:20:37.280
one

0:20:35.200,0:20:38.720
you know in a more creative way and more

0:20:37.280,0:20:41.919
and the other ones in a more

0:20:38.720,0:20:44.400
processed uh you know like way very fun

0:20:41.919,0:20:47.200
though no very fun

0:20:44.400,0:20:48.559
with using uh are the champions are you

0:20:47.200,0:20:50.799
finding that people are trying to

0:20:48.559,0:20:53.600
emulate your champions then too

0:20:50.799,0:20:54.640
like i saw alejandra do this i want to

0:20:53.600,0:20:57.200
try it

0:20:54.640,0:20:59.120
absolutely and here’s a cool part i mean

0:20:57.200,0:21:00.240
i know we’re doing a good job when my

0:20:59.120,0:21:02.400
name doesn’t come up

0:21:00.240,0:21:04.000
and my program manager’s names don’t

0:21:02.400,0:21:07.039
come up right

0:21:04.000,0:21:09.200
news right and and we had uh

0:21:07.039,0:21:10.080
recently i think it was last week one of

0:21:09.200,0:21:13.200
our champions

0:21:10.080,0:21:14.080
got this amazing message from one of her

0:21:13.200,0:21:16.159
peers

0:21:14.080,0:21:18.400
saying you inspired me to try something

0:21:16.159,0:21:20.880
different and i’m going to try it out

0:21:18.400,0:21:22.640
and you know i don’t know about you but

0:21:20.880,0:21:24.960
i don’t think i’ve ever gotten

0:21:22.640,0:21:26.960
any peer of mind when i was a rep to

0:21:24.960,0:21:28.480
tell me hey you did something awesome i

0:21:26.960,0:21:30.960
want to do what you did right

0:21:28.480,0:21:32.320
that’s awesome no that’s wonderful too

0:21:30.960,0:21:35.520
and i love the fact

0:21:32.320,0:21:37.360
i agree with the fact that you said that

0:21:35.520,0:21:38.880
somebody else got the recognition and

0:21:37.360,0:21:40.720
your name didn’t come up

0:21:38.880,0:21:42.159
you inspired them you gave them the

0:21:40.720,0:21:43.760
challenge maybe

0:21:42.159,0:21:45.919
and they went off and did it and that

0:21:43.760,0:21:48.480
inspired somebody else which is

0:21:45.919,0:21:49.840
amazing and wonderful what what kind of

0:21:48.480,0:21:52.880
impact has

0:21:49.840,0:21:55.039
uh the champion program had on

0:21:52.880,0:21:56.320
on the adoption of of things that you’re

0:21:55.039,0:21:58.559
rolling out then

0:21:56.320,0:22:00.400
do you see it making a significant

0:21:58.559,0:22:02.799
impact or are there other things

0:22:00.400,0:22:04.000
oh it’s it is making a significant

0:22:02.799,0:22:06.400
impact especially because

0:22:04.000,0:22:07.280
uh you know depending on on what you’re

0:22:06.400,0:22:09.840
trying

0:22:07.280,0:22:10.640
uh for people to allow you really want

0:22:09.840,0:22:12.559
to be sure

0:22:10.640,0:22:13.840
that you’re getting the right champion

0:22:12.559,0:22:16.960
so for instance

0:22:13.840,0:22:19.120
i would probably not get

0:22:16.960,0:22:20.960
a person that speaks english as a second

0:22:19.120,0:22:21.760
language like i do as a champion for

0:22:20.960,0:22:23.039
north america

0:22:21.760,0:22:24.720
because you would need someone that’s

0:22:23.039,0:22:26.320
local understands the business and

0:22:24.720,0:22:28.799
doesn’t have an accent right

0:22:26.320,0:22:30.159
it’s a same way i wouldn’t get a

0:22:28.799,0:22:32.000
champion in north america

0:22:30.159,0:22:33.520
to speak to people in brazil right we

0:22:32.000,0:22:36.880
need someone local there

0:22:33.520,0:22:38.960
now that being said um when we

0:22:36.880,0:22:40.799
go after a program you know the champion

0:22:38.960,0:22:42.240
program always goes with that for a

0:22:40.799,0:22:45.760
simple reason

0:22:42.240,0:22:47.520
um we tend to uh you know do what we’re

0:22:45.760,0:22:50.480
told when it comes from the top

0:22:47.520,0:22:51.600
right because we are supposed to yep but

0:22:50.480,0:22:53.360
we want to do

0:22:51.600,0:22:56.000
what’s making other people in my say

0:22:53.360,0:22:56.880
role uh more successful right because

0:22:56.000,0:22:59.760
it’s working for

0:22:56.880,0:23:00.240
them by just stating the obvious and

0:22:59.760,0:23:01.919
again

0:23:00.240,0:23:04.080
remember what i said i don’t put the top

0:23:01.919,0:23:06.320
performer as a champion but the guy

0:23:04.080,0:23:07.120
right after them by putting that person

0:23:06.320,0:23:09.280
on the spot

0:23:07.120,0:23:10.559
the person that comes right after them

0:23:09.280,0:23:13.200
gets the idea on

0:23:10.559,0:23:14.799
hey that’s how i can be on the top three

0:23:13.200,0:23:17.360
uh you know performance of the month

0:23:14.799,0:23:18.240
actually right so what it does is it

0:23:17.360,0:23:20.640
shows you

0:23:18.240,0:23:22.000
that it’s not hard it shows you that you

0:23:20.640,0:23:25.039
don’t need to be

0:23:22.000,0:23:25.919
the top sales you know the top dog in

0:23:25.039,0:23:28.640
the team

0:23:25.919,0:23:29.440
to actually work this out and most

0:23:28.640,0:23:32.000
importantly

0:23:29.440,0:23:33.360
it translates whatever we do into the

0:23:32.000,0:23:36.080
actual previous

0:23:33.360,0:23:36.880
language that the rep stock right so it

0:23:36.080,0:23:39.679
gets

0:23:36.880,0:23:40.159
rid of all of the corporate talk it gets

0:23:39.679,0:23:42.799
rid of

0:23:40.159,0:23:44.000
anything i say from a you know from a

0:23:42.799,0:23:46.240
trainer perspective

0:23:44.000,0:23:47.600
it gets rid of all of my wording and it

0:23:46.240,0:23:49.679
becomes part of

0:23:47.600,0:23:50.720
what they discuss right in their own

0:23:49.679,0:23:53.520
words so

0:23:50.720,0:23:54.400
it’s actually a great way of making sure

0:23:53.520,0:23:56.400
that knowledge

0:23:54.400,0:23:57.840
sticks with the people using what we’re

0:23:56.400,0:24:00.000
dropping on them right

0:23:57.840,0:24:01.120
i love that you know in in terms of

0:24:00.000,0:24:02.880
driving adoption

0:24:01.120,0:24:04.320
so you talked about the champion program

0:24:02.880,0:24:04.880
you talked about some of the other great

0:24:04.320,0:24:08.000
stuff

0:24:04.880,0:24:11.520
what any other keys or critical

0:24:08.000,0:24:13.360
pieces of making sure that new processes

0:24:11.520,0:24:14.559
or technologies or whatever really get

0:24:13.360,0:24:16.720
adopted well

0:24:14.559,0:24:17.679
yeah absolutely just two one of them

0:24:16.720,0:24:20.159
change management

0:24:17.679,0:24:21.279
never they never underestimate it and

0:24:20.159,0:24:23.120
most importantly

0:24:21.279,0:24:25.679
don’t think that you know how it’s done

0:24:23.120,0:24:26.640
unless you are certified or really know

0:24:25.679,0:24:29.440
how it’s done

0:24:26.640,0:24:31.039
because it’s really really hard it’s not

0:24:29.440,0:24:33.279
just walking people

0:24:31.039,0:24:34.080
by the hand right it’s way more than

0:24:33.279,0:24:35.760
that

0:24:34.080,0:24:37.120
driving and understanding business

0:24:35.760,0:24:39.120
impact is hard

0:24:37.120,0:24:40.480
you don’t get to mix change management

0:24:39.120,0:24:44.159
with cool stuff like

0:24:40.480,0:24:46.000
agile it takes time changing takes time

0:24:44.159,0:24:47.600
and you need to let people take their

0:24:46.000,0:24:49.919
own time to change right

0:24:47.600,0:24:51.600
but the business has its own time too so

0:24:49.919,0:24:53.440
you really need to understand

0:24:51.600,0:24:54.640
when you’re when one is going to meet

0:24:53.440,0:24:55.919
the other one right

0:24:54.640,0:24:57.600
because one of them is going to run

0:24:55.919,0:24:58.400
faster either the person changing or the

0:24:57.600,0:25:00.480
business change

0:24:58.400,0:25:02.000
right so that’s the first one change

0:25:00.480,0:25:04.559
management not that easy

0:25:02.000,0:25:05.760
so get help if you don’t have any or get

0:25:04.559,0:25:07.520
you know get instruction

0:25:05.760,0:25:09.840
learn about it as much as you can that’s

0:25:07.520,0:25:12.960
the first one and the second one being

0:25:09.840,0:25:14.480
you know everyone talks about the

0:25:12.960,0:25:16.960
i think i posted something about this

0:25:14.480,0:25:20.080
today you know everyone talks about the

0:25:16.960,0:25:21.679
uh learning curve you know oh yeah

0:25:20.080,0:25:22.960
well have you ever heard someone talking

0:25:21.679,0:25:24.400
about the forgetting car because it’s

0:25:22.960,0:25:26.799
the other way around right yeah yeah

0:25:24.400,0:25:28.080
if you having house forgetting club yes

0:25:26.799,0:25:31.200
that’s a thing

0:25:28.080,0:25:32.080
exists and it simply explains why we

0:25:31.200,0:25:35.120
forget

0:25:32.080,0:25:36.240
up to 75 to 80 of what we learn in just

0:25:35.120,0:25:39.120
one hour

0:25:36.240,0:25:40.559
so repeating and assessing repeating and

0:25:39.120,0:25:43.200
assessing is really important

0:25:40.559,0:25:44.000
this is not just like taking on classes

0:25:43.200,0:25:46.400
this is

0:25:44.000,0:25:47.039
simply putting people in a flow state

0:25:46.400,0:25:48.880
where they can

0:25:47.039,0:25:51.120
actually use what they learn so that

0:25:48.880,0:25:53.440
helps fixate knowledge right

0:25:51.120,0:25:54.159
so if it’s as simple as learning how to

0:25:53.440,0:25:56.159
drive

0:25:54.159,0:25:58.640
you do that drive a car right you you do

0:25:56.159,0:26:00.640
that by repeating the same operation

0:25:58.640,0:26:02.080
once and again until you know where the

0:26:00.640,0:26:02.640
stick goes if you’re driving with the

0:26:02.080,0:26:04.400
stick

0:26:02.640,0:26:06.400
or you know when you need to turn your

0:26:04.400,0:26:08.480
the light to turn or stuff like that

0:26:06.400,0:26:10.080
when it’s uh something a bit more

0:26:08.480,0:26:12.480
complex like selling

0:26:10.080,0:26:13.120
right or adopting a new way of doing

0:26:12.480,0:26:15.679
things

0:26:13.120,0:26:17.440
you need constant reminders of how that

0:26:15.679,0:26:20.000
works and constant reminders of

0:26:17.440,0:26:21.279
why right you only do that if you’re

0:26:20.000,0:26:23.200
constantly learning

0:26:21.279,0:26:24.960
so i think it’s really really important

0:26:23.200,0:26:26.159
to not just drop something on them and

0:26:24.960,0:26:28.799
see what happens right

0:26:26.159,0:26:31.200
be with them work with them remind them

0:26:28.799,0:26:33.919
constantly in a very positive way

0:26:31.200,0:26:35.360
on how things are done and why right i

0:26:33.919,0:26:35.840
love that you mentioned the forgetting

0:26:35.360,0:26:40.080
curve

0:26:35.840,0:26:42.880
because so many people don’t realize

0:26:40.080,0:26:44.960
how real it is and and it’s really

0:26:42.880,0:26:46.320
important to take that into account

0:26:44.960,0:26:48.080
let me ask you this on the change

0:26:46.320,0:26:50.320
management front alejandro

0:26:48.080,0:26:51.919
and and i apologize to you because we

0:26:50.320,0:26:52.640
didn’t talk about any of the questions i

0:26:51.919,0:26:54.480
gave you

0:26:52.640,0:26:56.159
that’s fine i had such a fun

0:26:54.480,0:26:59.360
conversation about all of this

0:26:56.159,0:27:01.520
um and i hope that’s okay how did you

0:26:59.360,0:27:03.039
or how do you recommend people learn

0:27:01.520,0:27:05.120
more about change management in

0:27:03.039,0:27:08.480
particular because i agree with you

0:27:05.120,0:27:11.520
i think it’s so important to what we do

0:27:08.480,0:27:12.799
yeah well i i think that i definitely

0:27:11.520,0:27:14.880
think that it’s important so

0:27:12.799,0:27:16.640
the first thing and this is based out of

0:27:14.880,0:27:20.080
my very own experience right

0:27:16.640,0:27:22.799
yeah the first thing i do is i i am

0:27:20.080,0:27:23.440
a very good reader i read a lot i really

0:27:22.799,0:27:26.159
read

0:27:23.440,0:27:26.880
as much as i can whenever i have the

0:27:26.159,0:27:29.440
time i

0:27:26.880,0:27:30.960
move from literally hundreds and

0:27:29.440,0:27:34.080
thousands of books

0:27:30.960,0:27:35.679
in my bookcases not kidding i just

0:27:34.080,0:27:37.200
moved keep in mind that i had to put all

0:27:35.679,0:27:40.159
of those

0:27:37.200,0:27:40.159
books in cases right

0:27:40.640,0:27:44.799
to my kindle app right i read as much as

0:27:43.039,0:27:46.320
i can and there’s so much information

0:27:44.799,0:27:48.480
about how to get it done

0:27:46.320,0:27:49.600
that you can just literally just go and

0:27:48.480,0:27:52.240
get a book or two

0:27:49.600,0:27:53.200
and and get yourself into it but that’s

0:27:52.240,0:27:56.000
that’s not it

0:27:53.200,0:27:57.279
that’s just a way of getting into it the

0:27:56.000,0:27:59.200
next one would be

0:27:57.279,0:28:01.520
go and find a workshop on change

0:27:59.200,0:28:03.200
management don’t just hire a consultant

0:28:01.520,0:28:04.080
i mean if you want to that’s that’s just

0:28:03.200,0:28:06.000
fine i mean i

0:28:04.080,0:28:07.440
i do that sometimes i sometimes help

0:28:06.000,0:28:09.360
companies with change management but i

0:28:07.440,0:28:11.440
keep telling them the same thing

0:28:09.360,0:28:12.880
it cannot depend on the consultant you

0:28:11.440,0:28:15.279
need to learn how to do it

0:28:12.880,0:28:16.240
and to do that you need someone to teach

0:28:15.279,0:28:18.240
you because there’s

0:28:16.240,0:28:20.000
theories and there’s content and there’s

0:28:18.240,0:28:22.559
tutorials and there’s trainings

0:28:20.000,0:28:24.399
it doesn’t it doesn’t help this is like

0:28:22.559,0:28:26.399
trying to learn agile out of the air

0:28:24.399,0:28:28.480
that’s just no one can tell you how to

0:28:26.399,0:28:30.240
run a sprint until you’ve run like a

0:28:28.480,0:28:32.320
handwritten and know how to

0:28:30.240,0:28:33.520
actually make it work for you right but

0:28:32.320,0:28:35.760
i would say

0:28:33.520,0:28:36.799
get a book and start learning about it

0:28:35.760,0:28:38.880
and then go

0:28:36.799,0:28:40.960
sign up into a workshop at least with

0:28:38.880,0:28:43.200
someone that really knows how to do it

0:28:40.960,0:28:44.399
so you go through the actual experience

0:28:43.200,0:28:46.159
of planning

0:28:44.399,0:28:48.559
what change management can look like for

0:28:46.159,0:28:51.760
a specific project

0:28:48.559,0:28:53.600
great great advice we’ve gone 30 minutes

0:28:51.760,0:28:54.799
alejandro so i usually like to keep it

0:28:53.600,0:28:57.360
about that length what

0:28:54.799,0:28:58.320
is there anything that we should have

0:28:57.360,0:28:59.919
talked about

0:28:58.320,0:29:02.799
that you’re like john i wish i could

0:28:59.919,0:29:05.679
have said this any last thoughts

0:29:02.799,0:29:06.640
uh just a quick one um this is

0:29:05.679,0:29:10.159
definitely

0:29:06.640,0:29:11.039
a very special time uh for all of us

0:29:10.159,0:29:13.919
because we

0:29:11.039,0:29:15.440
all locked down in a way or another one

0:29:13.919,0:29:17.679
our customers are

0:29:15.440,0:29:19.120
so uh i know this is kind of a buzzword

0:29:17.679,0:29:19.440
and it’s been out there for a long time

0:29:19.120,0:29:22.080
but

0:29:19.440,0:29:22.640
empathy has never been more important at

0:29:22.080,0:29:24.559
all

0:29:22.640,0:29:25.919
and and i mean that from a sales

0:29:24.559,0:29:27.840
enablement perspective right

0:29:25.919,0:29:29.760
understanding that our sales reps

0:29:27.840,0:29:31.279
are you know you know they have a lot of

0:29:29.760,0:29:32.880
pressure because they don’t know if

0:29:31.279,0:29:34.159
they’ll keep the job i’m not talking

0:29:32.880,0:29:37.120
about our company but

0:29:34.159,0:29:38.640
sales reps in in the timeline right you

0:29:37.120,0:29:40.480
don’t know i think you’re going to go

0:29:38.640,0:29:42.559
you know you need your customers to send

0:29:40.480,0:29:44.559
you that po and they’re not doing it

0:29:42.559,0:29:46.399
so pressure is coming from every single

0:29:44.559,0:29:48.720
spot we don’t want

0:29:46.399,0:29:49.520
ripes to feel that they also need to

0:29:48.720,0:29:51.679
take on

0:29:49.520,0:29:54.320
all of these thousands of trainings just

0:29:51.679,0:29:56.159
to comply with what the company want

0:29:54.320,0:29:57.600
this is the right time to understand

0:29:56.159,0:29:59.919
that bribes sales people

0:29:57.600,0:30:02.240
are human too right and they need

0:29:59.919,0:30:04.559
support and they need a lot of help

0:30:02.240,0:30:06.399
nothing works better for the sales team

0:30:04.559,0:30:07.120
than letting them know that this is a

0:30:06.399,0:30:10.159
safe

0:30:07.120,0:30:12.320
place to just rant or learn

0:30:10.159,0:30:14.080
or just chill out if they have to so

0:30:12.320,0:30:14.720
they can actually do their own work i

0:30:14.080,0:30:17.279
think that’s

0:30:14.720,0:30:19.039
that’s a powerful thought that is a very

0:30:17.279,0:30:20.480
powerful thought alejandro

0:30:19.039,0:30:21.840
and there was so much value in

0:30:20.480,0:30:22.559
everything that you took the time to

0:30:21.840,0:30:25.279
share with us

0:30:22.559,0:30:26.000
so i want to thank you i really mean it

0:30:25.279,0:30:28.720
and

0:30:26.000,0:30:31.279
i’m honored that you came you know from

0:30:28.720,0:30:35.120
the starship enterprise there

0:30:31.279,0:30:36.960
flew in to join us

0:30:35.120,0:30:39.520
and it was kind of kind of tricky you

0:30:36.960,0:30:41.440
know but uh but i managed to find a good

0:30:39.520,0:30:43.760
you know spot to park always hard in

0:30:41.440,0:30:45.919
this area but i find it good [ __ ] fun

0:30:43.760,0:30:46.960
you did a great job with it you did a

0:30:45.919,0:30:48.480
great job

0:30:46.960,0:30:50.799
hey thank you so much and thank you

0:30:48.480,0:30:52.240
everybody for listening if anybody has a

0:30:50.799,0:30:53.520
question for you

0:30:52.240,0:30:56.159
um should they just reach out on

0:30:53.520,0:30:58.080
linkedin yeah absolutely i mean i’ve

0:30:56.159,0:31:01.440
been connecting with people since

0:30:58.080,0:31:04.159
uh i don’t know 2004 probably

0:31:01.440,0:31:05.760
yeah sometimes so just go ahead and ping

0:31:04.159,0:31:07.200
me i always reply

0:31:05.760,0:31:08.480
all right awesome thank you so much

0:31:07.200,0:31:10.559
alejandro thank you everybody for

0:31:08.480,0:31:14.159
listening

0:31:10.559,0:31:14.159
have a good one youtube

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