Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today, I’m excited to have Susan from Monster join us. Susan, I’d love for you to introduce yourself, your role, and your organization to our audience. Susan Savona: Fantastic. Thank you so much Shawnna for the invite. My name is Susan Savona, I am currently the VP of global sales enablement at Monster Worldwide. Currently, I am managing a team of people across the globe who support our sales organizations and all things related to their knowledge, to systems, tools, coaching, things of that nature. With over 25 years of experience within enablement, development, operations, leadership, and coaching, this role really allows me to use all of that great information in order to help our sales organization be most successful. SSu: Well, I’m really excited to have you join us today, and you and I have known each other for a few years now, in fact, you spoke at our Sales Enablement Soirée event when we were still doing things in person in Boston last year. You actually spoke about the importance of carefully choosing where sales enablement dedicates its time and its efforts and doing so by establishing a sales enablement charter. Now, to dig into that, how do you determine what initiatives will be the most beneficial for sales enablement to take on within an organization? SSa: Oh, Shawnna that such a great question. Because sales enablement, I really believe, is a way to bridge a gap and look at product and marketing and sales and other areas of the organization, it’s very important from my perspective that we really look at the initiatives for the most benefit for our sales organization. So, I use a phrase all the time with my team and with my people, which is what is the business issue that we’re trying to solve? Let’s really think about business impacts to make sure that we are focusing our time and energy in the right areas. It’s very important to look at things like, what are the goals of the company at a macro level? Are there any new tools or processes that are going to be required for sales in the coming year? Understanding what the key goals of an organization are. What is the sales organization looking to do again? What is product going to be doing as well? Are there new products that are coming to market? Are there large updates that are happening as well? So for us and for me and for the team, it’s really, really important to understand what are those key corporate initiatives and areas of focus so that we, from an enablement perspective, can help ensure that we are building the right programs to effectively enable the sales organization to execute on those goals. SSu: Absolutely, and in that explanation, you mentioned quite a few other departments. In what ways should cross-functional collaboration play a role when it comes to establishing your charter? SSa: For me, I think cross-functional collaboration is the absolute key. Sales enablement, can’t do things completely on their own. We really need to understand what are those goals, as I said, and initiatives across sales, product, marketing, even HR, and other areas of the organization. From my perspective, if you don’t have that cross-collaboration and really working with other groups, we’re missing the full story for sales, we’re missing the full explanation as to why we might be doing a particular program or what’s the benefit for our customers or making sure something as simple as the message that we want the sales organization to use with their customers is the same, has the same look and feel, the