Strategy mapping, the balanced scorecard, and Enablement
Paul Butterfield is the Vice President of Global Revenue Enablement at Instructure.
In this conversation with The Collaborator, Paul discusses how to use the strategy mapping and balanced scorecard concepts developed by Kaplan & Norton to develop and measure an effective sales enablement program that will drive top line revenue..
Strategy maps and balanced score cards probably sound like complex tools of the c-suite, not something for your Enablement team to leverage.
They are both, of course.
The wonderful Paul Butterfield stopped in to share insights on how he has used these tools at Vonage and in his current role at Instructure.
Why are these tools important?
1️⃣ They elevate your focus to the strategic revenue goals set by the business and enable you to align your efforts with the broader business goals.
2️⃣ They allow you to set realistic targets, measurements, and plans to get to those targets.
3️⃣ They get you thinking, and speaking, in the same language of your business leaders, earning you the right to not only be a part in those conversations, and, in some cases, to lead those conversations.
If you are using strategy maps and balanced score cards in your enablement efforts, let me know as I would love to hear how it is working for you.