My Biggest Sales Enablement Mistake

Manager-led coaching programs are a powerful tool in improving sales organisation performance and is key to achieving long term behaviour change. But it can be challenging for frontline managers to balance their role so how can you tap into the potential of this superpower? In this episode Kate is joined by Founder of Sales Excellence Advisors and Founding Member and Former Chapter President of Revenue Enablement Society Jerry Pharr to discuss how to get the most from your manager-led coaching program and why they are so beneficial.

We are all familiar with discovery as a key competency for sellers but it is overlooked in Enablement? Understanding the 'pain points' in the sales team and where you need to focus is a vital process for Enablement but it also important to be able to communicate what you have found to your key stakeholders - without it, there will be a harmful disconnect. An author on the topic of Enablement, a former teacher and a big believer in a human-centred, data driven approach, TD Haines joins Kate to look at what can happen when there is a lack of discovery and how it can impact solution delivery and ultimately results.

Connecting Enablement to revenue goals is the industry's burning issue currently. Everyone has felt the swing from tactical, tick box Enablement to a need for it to be strategic and impact revenue. But that change is easier said than done. In this episode, SEC One To Watch, Enablement ambassador and Staffbase's GTM Enablement & Productivity Lead Kieran Smith shares his own experiences and thoughts on how to begin to quantify the value of your Enablement.

The role of Enablement has evolved at pace over recent years but this often creates a grey area of where sales leaders should be coaching vs when Enablement should step in and often this runs the risk of nobody fulling taking accountability. In this episode Dannii Mathers, JobAdder's Global Revenue Enablement Manager and self professed people person with a passion for coaching, joins Kate to bring clarity to this situation. They discuss what accountability really means and how to create a harmonious relationship between Enablement teams and sales leaders and get the maximum benefit from your coaching.

It can be difficult to know where to start when building an Enablement function from the ground up but the way you do it will dictate how much you are able to move the performance needle where it matters. In this episode, Lawrence Wayne, Revenue Enablement Leader and Co-Founder of The Practice Lab talks to Kate about what he has learnt from his good and bad experiences of this and describes his step by step approach.

Results come from people - that's a fact! So when Enablement is treated as a collection of things that all sales people must know and training they must all complete then trust is eroded between the Enablement team and their audience. In this episode, Phil Putnam the original champion of a human-centred approach to business success talks about why organisations often fall into this 'compliance' trap, the impact it can have and what can be done about it.

If it ain't broke don't fix it....but is Enablement maybe a little bit broken? Has it really been delivering the results we wanted it to? GTM Buddy's Will Kimmel joins Kate Lewis to talk about what can happen if you fall into the trap of doing it like it's always been done and what changes could be made to address the gaps in your enablement strategy.

There is a lot of discussion at the moment about what enablers need to do to be effective and show their impact and this all starts with understanding and defining the role of enablement in your organisation. In this episode Del Nakhi joins Kate Lewis to talk about why it is important to agree the role and expectations of enablement and especially how they can work effectively alongside sales leaders.

People have been waking up to the importance of mental health for years now and it is an important subject in the world of sales. But does it get the attention it deserves? And in the pursuit of equipping sales reps with the right skills, do we all too often overlook the importance of mindset on success? Chris Hatfield of Sales Psyche joins Kate Lewis to discuss this issue and provides some helpful tips and exercises to help you create high performing teams without the mental burnout.

Data is an important factor in strategic Enablement but often there is a vital part missing to make it useful....context! In this episode, Turnitin's Director of Sales Enablement Anthony Doyle talks to Kate Lewis about how often the all important context is missing that turns data into meaningful information that can inform Enablement activity.