Welcome to the Inside: Sales Enablement Podcast Episode 54
System thinking is a disciplined way of understanding dynamic relationships. It's an approach that enables you to make better choices and avoid unintended consequences. In this episode, we talk with Dr. Jerry Brightman, who teaches courses on systems thinking at Harvard University.
The guys talk with Jerry to unpack a real-world example to understand the components and repeatable approaches to viewing the commercial system as an integrated system of people, processes, technology, and capabilities.
In this episode:
- The definition of systems thinking
- The difference between managing and leadership
- The pros and cons of systems thinking
- The importance of short-term wins in service of the broader solution
- The best way to prioritize action in the day-to-day
EPISODE TRANSCRIPT:
Intro 00:02
Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.
Scott Santucci 00:33
I'm Scott Santucci.
Brian Lambert 00:35
I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.
Scott Santucci 00:48
Together, Brian, I've worked on over 100 different kinds of sales and they were knishes analysts, consultants or practitioners. We learned the hard day our way not hard day saved. This is all part of the process. We have a hard way what works and perhaps what's most importantly, what doesn't.
Brian Lambert 01:08
And our focus here on this podcast inside sales enablement is on you as a sales enablement leader and orchestrator, as you know, sales enablement orchestrators has very specific characteristics, and I'm going to share those with you. Now, first of all, your mission and goal focused, you've prioritize the right goals at the right moments. You guide the narrative by confronting reality to get the right stuff done. You drive results by design, not by effort, you unlock energy to create momentum and catalyze change through collaboration. Those are the six attributes of an orchestrator. And you can find out more about that on an earlier episode on orchestrators as we usually do, we're going to start with a centering story on this particular episode. So Scott, what kind of centering story do you have for our audience today?
Scott Santucci 01:56
Well, I've got a great one. So I first want us to dwell on how cool This name is okay. And how awesome the Italians are at naming people.
Brian Lambert 02:07
Go figure says the Italian
Scott Santucci 02:09
is well, I don't have to Scott isn't an Italian name like I just have to laugh. I'm half right. But listen to this name vilfredo Pareto. Oh, nice Hellenic in it.
Brian Lambert 02:24
Yeah, it's very nice to have properly dwelled on that so let's move on. It's very elegant.
Scott Santucci 02:30
So who is this person? And why are we talking about about him. But as you as you many of you may know, you might know this idea of the 8020 rule. And the 8020 rule is also called peredo analysis or peredo distribution or he's got a lot of other other things and as many
