June 25, 2024

32. Sales enablement effectiveness requires strategic positioning, peer partnerships with sales leadership and an unblinking focus on outcomes

32. Sales enablement effectiveness requires strategic positioning, peer partnerships with sales leadership and an unblinking focus on outcomes
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Apple Podcasts podcast player icon Spotify podcast player icon
Season 1

Reena Ambai and our host, Lee Levitt, discuss the ability of sales enablement to improve sales rep productivity and effectiveness through a focus on behavior change.

Curiosity, empathy, and listening are the three key traits of successful salespeople.

According to Reena, great sales enablement follows a five-step process:

  1. Gather key data points
  2. Prioritize focus
  3. Design program
  4. Deliver and analyze
  5. Reinforce

Key takeaways:

  • While data is important for decision-making, perfect data is not necessary. Look for directional trends.
  • While metrics matter, they should be sales performance metrics. Don't get hung up on vanity metrics like content downloads, butts in seats or certification results.
  • Certification programs should be tied to improving sales performance, rather than being leveraged as workforce management goals.
  • Reinforcement is crucial for learning to stick and become useful.