Sales Enablement Collective

Great enablement starts with a GROWTH mindset 📈 You succeed or learn. There is no "failure." Enablement leaders, read THIS The "Growth mindset" lesson (and playbook) from Jeffrey D. Hatchell during his time as VP of Field Enablement at American Express 👇 Amex was launching a "Leadership Center of Excellence." After Jeffrey launched it? The data was crystal clear: Leaders who embraced learning outperformed those who didn't. 👀 Here's his EXACT framework that worked 1️⃣ Start with assessment - Partner with external evaluators - Map leadership competencies  - Find skill gaps to target - Create baseline metrics 2️⃣ Build learning circles - Groups of 5-6 leaders max - Weekly 60-min sessions - Real deals, real challenges - Peer-driven solutions 3️⃣ Design custom tracks They split training by: - Market segment - Customer type - Leadership level - Revenue targets 4️⃣ Measure with Kirkpatrick Their 4-level framework: - Level 1: Sentiment scores - Level 2: Skills assessment - Level 3: Behavior changes - Level 4: Revenue impact They ran test groups: ✅ Leaders with the program ❌ Leaders without it The results were undeniable: Trained leaders drove: - Higher team quota % - Better rep retention - Faster ramp times 👋 P.S. Want Jeffrey's full presentation? Check out SEC's OnDemand from our Vegas Summit. And make sure you give him a follow btw!

Sales enablement life ✨ Only 37% of enablers say their title matches what they do. Time to redefine "sales" enablement? 🤔 Data from our last stidy: 60% of us have "sales enablement" in our title. BUT... Only 37% say that title matches what we actually do. That's a pretty big gap y'all... 👀 Why is this happening? "Sales Enablement" may be the title... But you're often enabling the entire org. You're the invisible force powering: - Customer success playbooks - Marketing enablement - Product education - Support team training - Cross-functional alignment P.S. And about 100 other things that come up daily... Think about that for a second: Your role touches literally every revenue function. But most orgs still view enablement as "sales training." 🙈 -- 👋 P.S. Does "Sales Enablement" capture what you REALLY do? Let us know your thoughts!

A story from NVIDIA's Head of Enablement Programs 👇 "I made a mistake the other day. On a video call with an ex-colleague from 18 years ago, he asked what I was focused on these days. Without thinking, I cheerfully answered, 'Oh I work in enablement now.' 'Enablement – nice.' 'That's employee training, right?' he tried to clarify. His question gave me pause." - Neha Divakarla, EMBA, Head of Enablement Programs, Worldwide Field Operations at NVIDIA Some refer to it as employee enablement, others as business or organizational enablement, and still, a few choose to be more specific, calling it: change enablement—a term I prefer. Let's get tactical about what each REALLY means: 📌 Change Enablement - You're orchestrating org-wide transformation that touches every system - Building cross-functional "tiger teams" that can execute at scale - Creating sustainability frameworks that outlast the initial change - Measuring adoption across multiple departments, roles, and functions - Managing resistance and cultural shifts systematically VS 🧵 Sales Enablement - Laser focus on revenue impact and measurable performance gains - Building repeatable processes that scale across sales motions - Creating content and training that actually gets used (and tracked!) - Establishing coaching frameworks that stick - Making success systematic and measurable Where it gets interesting? When they come together. Try this 👇 📌 Neha's Platform Transformation Playbook: - Built dedicated cross-functional teams with clear ownership - Created specific workstreams for different user groups - Established clear success metrics for each phase - Managed both the technical and human sides of change - Made sure sales teams stayed productive during transition 1. START WITH ASSESSMENT - Map current state processes - Document pain points - Identify quick wins - Build stakeholder coalition 2. DESIGN WITH SCALE - Create modular systems - Build for future growth - Plan for maintenance - Include feedback loops 3. EXECUTE WITH PRECISION - Phase your rollout - Over-communicate - Measure everything - Adjust in real-time 4. MAINTAIN IT WITH STRUCTURE - Build maintenance plans - Create ownership models - Establish update cycles - Track long-term metrics -- 👋 P.S. What else would you add? Make sure you give Neha a follow!

🤖 Join us to redefine your prospecting processes through AI and automation at AI Prospecting Summit on January 29. ✅ It’s FREE to attend and you can stream live or OnDemand! 🧠 Hear from revenue experts: Dhouglas C., VP Delivery Lead at Bank of America Natallia Hunik, CRO at CubeLogic Eric Gillin, Chief Business Officer, Revenue at Condé Nast Daniel Williams, CRO at TerraQuest Michael Burns, CRO at vFairs Nicholas Ghitti, CRO at Native Teams Monika Godek, Global Commercial & Business Director at Coinfirm Ken Hoffman, CRO at Akka (formerly Lightbend) ✍️ https://lnkd.in/eW2t_Sux. #AI #Prospecting

🗓️ Save the dates: April 9 & 10, 2025! 🇺🇸 Sales Enablement Summit is back in Denver with the following enablement leaders confirmed as part of the speaker lineup: 🗣️ Petek Hawkins | Pax8 🗣️ Mike Demmert | Signifyd 🗣️ Chris Re | Quantum Metric 🗣️ Katie Van Hoomissen | Contentful 🗣️ Jocelle Sarenpa | Field Nation 🗣️ Laura Wheatley | Tipalti 🗣️ Chrysanthy Harris | Netgain Solutions 🗣️ Jack Green | Workday 🗣️ Jordan Rahtz | Procore Technologies 🗣️ Marnie Christenson | RingCentral 🗣️ Brad Thurman | Beacon Building Products 👉 Learn more: https://lnkd.in/eWxea6Bn. #SalesEnablementDenver

Try THESE tips from Gal Aga: "The 7 strategies I’ve seen top AEs use to stop deals from slipping" As a sales leader and seller, I’ve been through 70 end-of-quarter sprints. 1. CALLING / TEXTING Emails get ignored. Emails miss nuance. Calls/Text uncover issues people won’t share in writing. Plus, if you can’t text your champion, do you even have one? ↳ Call: “Hey [Name], I know being live by [Date] is important, so I wanted to quickly sync as we approach [Date]. Do you feel we’re still on track with [Buyer Tasks], or has anything changed? I’d be happy to help remove any roadblocks". 2. THE FEAR OF ASKING Buyers want to help—but only if you ask. Done right, it builds relationships, not pressure. And more than anything, people hate letting others down. ↳ “Hey [Name], could I ask a personal favor? It would mean a lot to me personally if we could get the order form signed by mid-next week, as it’s our end of the quarter and that timing would really help on my end. Is that reasonable? Of course, I’m excited about our partnership regardless and look forward to working with you.” 3. STOP WINGING IT Don’t play it by ear and don’t count on plans to work. Great AEs don’t just plan for what goes right—they prepare for *everything* that can go wrong. ↳ Review your forecasted deals and ask: What actions do we need to take to close by [Date]? Is my champion committed to this plan? What's missing or could go wrong? How can we speed things up/move in parallel? ↳ Review your best-case/next-Q deals: Can we bring them forward? How? 4. DON’T GO SOLO Lone wolves don’t get far... Multi-threading with your own team is just as important as multi-threading with buyers. ↳ Go into "war mode". Do daily stand-ups with your manager and colleagues. ↳ Make sure you have exec sponsors in your deals NOW. You'll need it later. 5. CAUTIOUS OPTIMISM Assume something WILL go wrong—It always does. But act with conviction, not fear. This is the hardest mental state of sales, master it. ↳ Ask the 2nd question: "Ok, I understand that [Buyer] is the one signing... but does [Buyer]’s buying authority allow her to do that on her own, or will more people need to approve?". ↳ Ask the same questions (many times). Situations change, processes change, and buyers give partial answers or misunderstand processes. 6. SET THE RHYTHM Days count, hours count. You can’t wait. A fast rhythm sets the tone for the other side. You move fast, they move fast. Simple. ↳ Don’t send the email tomorrow; Send it today ↳ Don’t suggest a time to meet next week; Suggest tomorrow —— Stop chasing deals. Start leading them. That’s how great sellers win. Lead the process. Lead the urgency. Lead your team. Good luck ✌️ -- h/t Will Aitken & for the epic video btw Make sure you give Gal and Will a follow! -- 👋 P.S. What else would you add?

Our last edition for 2024 is here! 👏 📚 What’s inside: - Making the shift from reactive to proactive enablement - The power of intrinsic motivation in enablement And so much more! Hear from Ashleigh Apperson, Samantha Thompson, Krystina Moustakis, and other experts in the space. We want to hear from you: What’s one initiative you’re excited to implement to support your sales teams in 2025? Share your thoughts in the comments or tag a peer to join the conversation. 👇 #enablememt #insights #innovation #newsletter

What is change enablement?  And how does it differ from sales enablement? 🤔 Neha Divakarla, EMBA, Head of Enablement Programs, breaks down: 👔Which departments are involved 🎯The aim of each initiative ⭐The value to your organization …and more, in our latest article! 👇 https://lnkd.in/ef-mFyGs #ChangeEnablement #SalesEnablement