AMA: Salesforce Director, Sales Leader Excellence Coach, Grant Glaser on Sales Enablement

Getting feedback from sales (both leaders & sellers) is crucial. It'll help you assess success, relevance, and what you need to focus on next. It's easy to skip over ...

There are many of ways to incorporate feedback into your enablement work. One framework that has served me well is the, 'Successive Approximation Model (SAM)'. In summar...

Sales is an ever-evolving sport and there is no sitting on your laurels if you want to stay ahead. Companies are constantly on the look-out for cutting edge technology to...

In-office, remote, and virtual training is all part of corporate learning, post-pandemic. Enablers need to think about, and design, learning that is effective across lear...

Without feedback, you're building & delivering learning in a vacuum and not setting yourself up for success. To mitigate this: Collect feedback early & often Sen...

One word: outcomes. Sales enablement should (and needs to be) tightly aligned to business objectives & desired outcomes of the business/sales organization. When you ...

There needs to be a problem to solve. Begin by finding out what problem exists. Then, Create a clear problem statement Define the current vs. desired future state Outli...

You'll get many enablement requests from a vast number of sources. I recommend triaging using this flow: Inbound request for enablement Substantiate with data (where &am...

Many of the large research firms (ex: Gartner) and other smaller societies exist. They put out interesting reports, whitepapers, and findings that showcase new enablement...

Great question & cross-functional support is paramount to success. My best recommendation: Find common areas of overlap or shared interest Align on the outcomes you ...

I enjoy companies that operate from a set of core values & principles. Step one is to call out learning as core to the business's success. Next, you should consider...

Begin by baselining critical metrics for new seller success. It could be things like: time to first deal, deal velocity, time to pipeline, etc. Then: Divide new sellers...