{"id":4359,"date":"2025-08-21T10:45:24","date_gmt":"2025-08-21T10:45:24","guid":{"rendered":"https:\/\/projects.steccons.com\/mingomedia\/?p=4359"},"modified":"2025-08-21T10:58:43","modified_gmt":"2025-08-21T10:58:43","slug":"a-fresh-perspective-the-power-of-beginning-at-the-end","status":"publish","type":"post","link":"https:\/\/projects.steccons.com\/mingomedia\/a-fresh-perspective-the-power-of-beginning-at-the-end\/","title":{"rendered":"A fresh perspective: The power of beginning at the end"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"4359\" class=\"elementor elementor-4359\">\n\t\t\t\t<div class=\"elementor-element elementor-element-bd4d053 e-flex e-con-boxed e-con e-parent\" data-id=\"bd4d053\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-9e05c7e e-con-full e-flex e-con e-child\" data-id=\"9e05c7e\" data-element_type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4ddf7f0 elementor-widget elementor-widget-text-editor\" data-id=\"4ddf7f0\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>We often think of a journey as one step at a time, or progress as linear, but I want to rework this with a radical but effective concept:\u00a0<strong>beginning with the end in mind.<\/strong><\/p><p>\u00a0<\/p><p>As a sales enablement leader with a passion for improvement and a penchant for problem-solving, I&#8217;m always looking for ways to shake things up and create more impactful strategies.<\/p><p>\u00a0<\/p><p>The question is:<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0568a87 elementor-widget elementor-widget-tp-blockquote\" data-id=\"0568a87\" data-element_type=\"widget\" data-widget_type=\"tp-blockquote.default\">\n\t\t\t\t\t<div class=\"pt-plus-text-block-wrapper\" ><div class=\"text_block_parallax\"><div class=\"plus_blockquote quote-style-1   none \" ><blockquote class=\"quote-text\"><span class=\"tp-bq-desc\"><p><strong><em>How do we go beyond simply 'delivering' training to actually ensuring it aligns with our business outcomes?<\/em><\/strong><\/p><\/span><\/blockquote><\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ba1d100 elementor-widget elementor-widget-text-editor\" data-id=\"ba1d100\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>I\u2019d like to share my thoughts on this very topic, distilling some of my key insights to help you flip your approach to sales enablement on its head.<\/p><p>\u00a0<\/p><p>We&#8217;ll base our discussion in the Kirkpatrick model and explore how we can effectively reorient our strategies to focus on results.<\/p><p>\u00a0<\/p><p>From setting clear, tangible goals to ensuring alignment across all teams, and implementing a robust, continuous feedback loop, we&#8217;ll explore all the crucial steps that you can implement in your organization to drive real results.<\/p><p>\u00a0<\/p><p>So, without further ado, let&#8217;s kickstart our journey of &#8216;beginning at the end.&#8217;<\/p><p>\u00a0<\/p><ol><li><strong>Reinforcement: Our halftime pep talk<\/strong><\/li><li><strong>Flipping the Kirkpatrick model<\/strong><\/li><li><strong>Changing behaviors<\/strong><\/li><li><strong>Final thoughts<\/strong><\/li><\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-56034f9 e-flex e-con-boxed e-con e-parent\" data-id=\"56034f9\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-6ca107e e-con-full e-flex e-con e-child\" data-id=\"6ca107e\" data-element_type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-86392b7 elementor-vertical-align-middle elementor-widget elementor-widget-icon-box\" data-id=\"86392b7\" data-element_type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tReinforcement: Our halftime pep talk\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e0e2521 elementor-widget elementor-widget-text-editor\" data-id=\"e0e2521\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>We&#8217;ve all been there: the halfway mark, where you pause, reassess, and brace yourself for the sprint to the finish line, I like to think of it like the Super Bowl halftime.<\/p><p>\u00a0<\/p><p>When teams huddle in the locker room, you don\u2019t suddenly announce a brand-new change in strategy, you focus on\u00a0<strong>reinforcement<\/strong>\u00a0&#8211; reminding the team of the groundwork already laid and boosting their motivation.<\/p><p>\u00a0<\/p><p>That&#8217;s how I want you to think of this enablement training approach. We&#8217;re not reinventing the wheel. Instead, we\u2019re\u00a0<strong>revisiting and reinforcing things you already know<\/strong>, breathing new life into them, and gearing up for the next big push. \ud83d\udcaa<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-e39ce84 e-flex e-con-boxed e-con e-parent\" data-id=\"e39ce84\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-7af56c0 e-con-full e-flex e-con e-child\" data-id=\"7af56c0\" data-element_type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-99ba4a0 elementor-vertical-align-middle elementor-widget elementor-widget-icon-box\" data-id=\"99ba4a0\" data-element_type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tFlipping the Kirkpatrick model\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4e1c63a elementor-widget elementor-widget-text-editor\" data-id=\"4e1c63a\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>To begin with the end in mind, we need to revisit an old favorite in training methodology: the\u00a0<strong>Kirkpatrick model<\/strong>.<\/p><p>\u00a0<\/p><p>But we&#8217;re going to flip it, rearranging the four levels to align better with our KPIs to help us focus on changing behavior and establishing clear outcome objectives or performance goals.\u00a0<\/p><p>\u00a0<\/p><p>I like to meet each level with a question to keep us anchored to our end goal:<\/p><p>\u00a0<\/p><ul><li>\ud83d\udd3b<strong>Level 4: &#8220;Did it make a difference?&#8221;<\/strong><\/li><li><strong>\ud83d\udd3bLevel 3 :&#8221;Are they using it (Behavior)?&#8221;<\/strong><\/li><li><strong>\ud83d\udd3bLevel 2: &#8220;Did they learn it?\u201d<\/strong><\/li><li><strong>\ud83d\udd3bLevel 1: &#8220;Did they like it?&#8221;.<\/strong><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-ba41955 e-flex e-con-boxed e-con e-parent\" data-id=\"ba41955\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-b85e1c4 e-con-full e-flex e-con e-child\" data-id=\"b85e1c4\" data-element_type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-8ffa3f1 elementor-vertical-align-middle elementor-widget elementor-widget-icon-box\" data-id=\"8ffa3f1\" data-element_type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tWhy begin at the end?\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7905269 elementor-widget elementor-widget-text-editor\" data-id=\"7905269\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Beginning at the end means starting strategic planning from the desired business outcomes rather than the training content.<\/p><p>\u00a0<\/p><p>With this approach, we can\u00a0<strong>reverse engineer our learning programs<\/strong>\u00a0to ensure that they are tied\u00a0<strong>directly<\/strong>\u00a0to those outcomes, which is the most crucial step towards better alignment.<\/p><p>\u00a0<\/p><p>For instance, let&#8217;s say the desired business outcome is to increase the sales conversion rate.<\/p><p>Rather than developing a generic sales training program, we should ask ourselves what specific skills or behaviors will contribute to improving the conversion rate.<\/p><p>\u00a0<\/p><p>Maybe it&#8217;s negotiation techniques, or perhaps it&#8217;s better lead qualification. Identifying these links from the outset ensures that our learning programs are both\u00a0<strong>targeted<\/strong>\u00a0<strong>and effective<\/strong>.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-77c3f32 elementor-widget elementor-widget-tp-blockquote\" data-id=\"77c3f32\" data-element_type=\"widget\" data-widget_type=\"tp-blockquote.default\">\n\t\t\t\t\t<div class=\"pt-plus-text-block-wrapper\" ><div class=\"text_block_parallax\"><div class=\"plus_blockquote quote-style-1   none \" ><blockquote class=\"quote-text\"><span class=\"tp-bq-desc\"><p><em>An important part of this is also engaging stakeholders in these initial conversations, to identify the current metrics being monitored, and to ask what data prompted the need for training.<\/em><\/p><\/span><\/blockquote><\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-88fd0be elementor-widget elementor-widget-text-editor\" data-id=\"88fd0be\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Take a moment to reflect. Are\u00a0<a href=\"https:\/\/www.salesenablementcollective.com\/how-stakeholder-communication-is-an-enablement-difference-maker\/\">stakeholders<\/a>\u00a0saying, &#8220;We&#8217;re not selling enough widgets<em>\u00a0(or insert any other product here)<\/em>\u00a0How can we change that?&#8221;?<\/p><p>\u00a0<\/p><p>While training might not always be the solution, it&#8217;s a great starting point. It helps us identify what&#8217;s important, what needs measuring, and what doesn&#8217;t.<\/p><p>\u00a0<\/p><p>This is the consulting phase, where we<strong>\u00a0stop taking orders<\/strong>\u00a0and\u00a0<strong>start offering strategic advice<\/strong>, earning a seat at the decision-making table.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-671c537 e-flex e-con-boxed e-con e-parent\" data-id=\"671c537\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-87a1a3a e-con-full e-flex e-con e-child\" data-id=\"87a1a3a\" data-element_type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-e433580 elementor-vertical-align-middle elementor-widget elementor-widget-icon-box\" data-id=\"e433580\" data-element_type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tChanging behaviors\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-fcb0773 elementor-widget elementor-widget-text-editor\" data-id=\"fcb0773\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>I&#8217;m not the first to turn this model on its head, and I won&#8217;t be the last. Why?\u00a0<strong>Because it works.<\/strong>\u00a0Big players like IBM, Hilton, and Cisco are all doing it.<\/p><p>\u00a0<\/p><p>Here\u2019s one example to pull out that works with our journey analogy &#8211; Bridgestone Tires.<\/p><p>\u00a0<\/p><p>By\u00a0<strong>focusing on the end goal<\/strong>\u00a0of reducing workplace injuries and accidents, they saw a significant\u00a0<strong>30% decrease in accidents<\/strong>\u00a0and a whopping\u00a0<strong>45% reduction in lost workdays<\/strong>. The proof, as they say, is in the pudding.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-107dda1 elementor-widget elementor-widget-tp-blockquote\" data-id=\"107dda1\" data-element_type=\"widget\" data-widget_type=\"tp-blockquote.default\">\n\t\t\t\t\t<div class=\"pt-plus-text-block-wrapper\" ><div class=\"text_block_parallax\"><div class=\"plus_blockquote quote-style-1   none \" ><blockquote class=\"quote-text\"><span class=\"tp-bq-desc\"><p><em>Here's where things get really interesting - we want to link our training outcomes to actual behavior changes.<\/em><\/p><\/span><\/blockquote><\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5f0e376 elementor-widget elementor-widget-text-editor\" data-id=\"5f0e376\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>We need to drill down to the problem we&#8217;re trying to solve and the behavior that will move the needle on that problem.<\/p><p>\u00a0<\/p><p>We need to ask, <strong>&#8220;<em>What should people be able to do?<\/em>&#8220;<\/strong> and <strong>&#8220;<em>Why aren&#8217;t they doing it now?<\/em>&#8220;<\/strong>. By doing so, we focus on the actions that will make a tangible difference.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-ced950e e-flex e-con-boxed e-con e-parent\" data-id=\"ced950e\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-092b724 e-con-full e-flex e-con e-child\" data-id=\"092b724\" data-element_type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4f66b71 elementor-vertical-align-middle elementor-widget elementor-widget-icon-box\" data-id=\"4f66b71\" data-element_type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tPracticing behavioral change\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0b97069 elementor-widget elementor-widget-text-editor\" data-id=\"0b97069\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Practice makes perfect, right? But not just any practice &#8211; deliberate, focused practice. We need to create safe spaces where people can experiment, make mistakes, and learn from them.<\/p><p>\u00a0<\/p><p>Here&#8217;s the challenge: behavioral change is not always observable, particularly in a virtual environment. But we can engineer situations to observe these changes, much like placing a microscope over a petri dish.<\/p><p>\u00a0<\/p><p><strong>Think of it like having a workout buddy.<\/strong><\/p><p>You are far more likely to hit the gym when you know someone else is counting on you to show up. The same principle applies to learning and\u00a0<a href=\"https:\/\/www.salesenablementcollective.com\/how-to-handle-changing-attitudes-and-behaviors-in-the-modern-sales-organization\/\">behavioral change<\/a>. \ud83c\udfcb\ufe0f<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9febd9b elementor-widget elementor-widget-tp-blockquote\" data-id=\"9febd9b\" data-element_type=\"widget\" data-widget_type=\"tp-blockquote.default\">\n\t\t\t\t\t<div class=\"pt-plus-text-block-wrapper\" ><div class=\"text_block_parallax\"><div class=\"plus_blockquote quote-style-1   none \" ><blockquote class=\"quote-text\"><span class=\"tp-bq-desc\"><p><em>By fostering a culture of peer-to-peer accountability, we scale these changes.<\/em><\/p><\/span><\/blockquote><\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4f9d49b elementor-widget elementor-widget-text-editor\" data-id=\"4f9d49b\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>We lean into the power of our teams, creating an environment where everyone is invested in everyone else&#8217;s success.<\/p><p>\u00a0<\/p><p>This is not about micromanagement; it&#8217;s about camaraderie, mutual support, and shared growth.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-c7fe256 e-flex e-con-boxed e-con e-parent\" data-id=\"c7fe256\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-c5280b0 e-con-full e-flex e-con e-child\" data-id=\"c5280b0\" data-element_type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-f7674fe elementor-vertical-align-middle elementor-widget elementor-widget-icon-box\" data-id=\"f7674fe\" data-element_type=\"widget\" data-widget_type=\"icon-box.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-box-wrapper\">\n\n\t\t\t\n\t\t\t\t\t\t<div class=\"elementor-icon-box-content\">\n\n\t\t\t\t\t\t\t\t\t<h3 class=\"elementor-icon-box-title\">\n\t\t\t\t\t\t<span  >\n\t\t\t\t\t\t\tFinal thoughts\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h3>\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7d38c89 elementor-widget elementor-widget-text-editor\" data-id=\"7d38c89\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>To wrap up, let&#8217;s circle back to where we started: beginning with the end in mind. This doesn&#8217;t mean we ignore the journey or the steps along the way.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-58c0ffa elementor-widget elementor-widget-tp-blockquote\" data-id=\"58c0ffa\" data-element_type=\"widget\" data-widget_type=\"tp-blockquote.default\">\n\t\t\t\t\t<div class=\"pt-plus-text-block-wrapper\" ><div class=\"text_block_parallax\"><div class=\"plus_blockquote quote-style-1   none \" ><blockquote class=\"quote-text\"><span class=\"tp-bq-desc\"><p><em>Instead, it's about keeping our eyes on the prize, being clear about what we're striving to achieve, and ensuring our efforts align with those goals.<\/em><\/p><\/span><\/blockquote><\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4aec26d elementor-widget elementor-widget-text-editor\" data-id=\"4aec26d\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>By turning the Kirkpatrick model upside down, embracing stakeholder metrics, linking training outcomes to behavioral change, creating safe practice environments, fostering peer-to-peer accountability, and focusing on actionable knowledge, we set the stage for a transformative approach to sales enablement.<\/p><p>\u00a0<\/p><p>Remember, it&#8217;s not about reinventing the wheel; it&#8217;s about ensuring that the wheel is spinning in the\u00a0<em>right direction<\/em>. With the end in mind, we can drive meaningful change, impact KPIs, and achieve measurable success.<\/p><p>\u00a0<\/p><p>So, let&#8217;s get out there and shake things up, and in doing so, truly make a difference!<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>We often think of a journey as one step at a time, or progress as linear, but I want to rework this with a radical but effective concept:\u00a0beginning with the end in mind. \u00a0 As a sales enablement leader with a passion for improvement and a penchant for problem-solving, I&#8217;m always looking for ways to<\/p>\n","protected":false},"author":1,"featured_media":4360,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"image","meta":{"footnotes":""},"categories":[28],"tags":[],"class_list":["post-4359","post","type-post","status-publish","format-image","has-post-thumbnail","hentry","category-articles-and-insights","post_format-post-format-image"],"_links":{"self":[{"href":"https:\/\/projects.steccons.com\/mingomedia\/wp-json\/wp\/v2\/posts\/4359","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/projects.steccons.com\/mingomedia\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/projects.steccons.com\/mingomedia\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/projects.steccons.com\/mingomedia\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/projects.steccons.com\/mingomedia\/wp-json\/wp\/v2\/comments?post=4359"}],"version-history":[{"count":22,"href":"https:\/\/projects.steccons.com\/mingomedia\/wp-json\/wp\/v2\/posts\/4359\/revisions"}],"predecessor-version":[{"id":4383,"href":"https:\/\/projects.steccons.com\/mingomedia\/wp-json\/wp\/v2\/posts\/4359\/revisions\/4383"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/projects.steccons.com\/mingomedia\/wp-json\/wp\/v2\/media\/4360"}],"wp:attachment":[{"href":"https:\/\/projects.steccons.com\/mingomedia\/wp-json\/wp\/v2\/media?parent=4359"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/projects.steccons.com\/mingomedia\/wp-json\/wp\/v2\/categories?post=4359"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/projects.steccons.com\/mingomedia\/wp-json\/wp\/v2\/tags?post=4359"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}