Jan. 7, 2026

85. Training versus Enabling: The Reticular Activator, The "T-Word" and Lumpy Bones with Tom Kiernan

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Season 1 Sales Enablement

For this episode of Thoughts on Selling, I sit down with my good friend and fellow sales enablement veteran, Tom Kiernan. Tom is a runner, a dad, and a practitioner who cut his teeth at powerhouses like American Power Conversion (APC) and Schneider Electric.

We dive deep into the real difference between "training" (the forbidden T-word) and true enablement. Tom explains why the "Reticular Activating System" is the secret weapon for cutting through the noise in a prospect's brain, and we debate why sales organizations are so bad at the one thing that makes professional athletes great: Practice.

We also touch on a topic close to Tom’s heart—his unique "Books as a Service" non-profit, Lumpy Bones, which helps kids (and adults) deal with difficult topics like cancer through humor and adventure.

Key Findings & Takeaways:

  • The "T-Word" vs. Process: Tom argues that training is just an event, while enablement is a process. He shares lessons from the "Toyota Way" and how rigorous process management at APC set the stage for global success.

  • The Reticular Activating System (RAS): Ever hear your name over a loudspeaker in a crowded airport? That’s your RAS. Tom explains how "Other Centered Selling" triggers this same mechanism in buyers, stopping them in their tracks because you are talking about them, not your product.

  • The Purpose of Selling is Buying: We discuss why the goal isn't to sell, but to help the customer buy. When you shift your motive, you shift your results.

  • The Practice Deficit: Professionals practice; amateurs just play the game. We look at the stark contrast between how NFL teams or Broadway casts prepare versus how little practice happens in corporate sales.

  • Motive is Transparent: As Tom says, if you are only in it for the commission, it’s written on a "yellow sticky note on your forehead." Customers can smell commission breath a mile away.

  • Lumpy Bones: Tom shares his passion project, Lumpy Bones—a "Books as a Service" 501(c)(3) that gets inspiring children's books into classrooms for free through corporate sponsorship.

Memorable Quotes:

  • "Motive is transparent. It's written right up on that yellow sticky that [is] slapped up onto your forehead." — Tom Kiernan

  • "The best swing is the one that I didn't think about... I practiced to get there, but I just hit the ball." — Tom Kiernan

  • "If you don't have a defined process, there's nothing to practice." — Lee Levitt

The Bottom Line:Sales enablement isn't just about teaching reps about new products; it's about building capabilities. Whether it's triggering a buyer's attention or building a coaching culture that actually coaches, success comes down to being "other centered."

Call to Action:

  • Check out Tom's Book Series: Visit LumpyBones.com to see how Tom is bringing humor and life lessons to kids.

  • Connect with Tom: Find Tom Kiernan on LinkedIn.

  • Subscribe: If you enjoyed this conversation, hit subscribe on Thoughts on Selling so you never miss an episode!

Tom Kiernan