Watch this video (the first 15 minutes or so, you can stop after he plays the video clip talking about how mathematicians think):
Before you watch it, write down these transformations:
- Change ‘drawing’ to ‘story’
- Change ‘mathematician’ to ‘sales person’
- Change ‘excel’ to ‘powerpoint’
- Change ‘Adobe Illustrator’ to ‘Microsoft Word’
- Change ‘write code’ to ‘create demo’
Now watch the video:
And, here’s the problem in field enablement. Sales people are trying to externalize a story that articulates value. Field enablement gives 3 tools — long word documents, long powerpoints, and product demos. It’s as limiting to our story-telling as using excel, illustrator, or custom code to draw visualizations.
Salespeople need context and relationships to form meaning, to internalize the meaning so that they can connect authentically with customers and prospects. It’s just like the problem with math education in the video (within the video)… children are taught using symbolism that’s hardly used by the top 100 creative mathematic thinkers. Our sales people are taught using a symbolism that’s simply not practically useful.