How do you build and maintain a strong sales enablement culture within the sales organization?

A strong enablement culture is built on a strong foundation:1. Support from the top - it is critical the senior leadership is 100% bought in, believes in a culture of enablement, and walks the talk; participating in trainings, using the common language defined, and reinforcing concepts and frameworks when they engage with the field. 2. Hire for curiousity & growth mindset in your AE's - hiring people who want to learn makes it a lot easier to teach. You can train a skeptical, resistant sales ...Read More

To build a strong enablement culture within the sales organization, it's important that we: Understand the impact of the enablement. How will this help them do their job better/faster? Will they see the results in more time available, more opportunity to pursue, more money? Allocate the time and resources to complete the enablement. Ensure you're delivering the training in the best mode possible for the highest outcome. Does this need to be delivered in person or will virtual sessions provide th ...Read More

I think the easy answer here is "buy-in" from your leadership. But what does this actually mean? They can say it, but that doesn't always mean that they'll prioritize or even fund it for growth. The approach of top-down is 100% the way to go in my experience but here are a few tactics I and my peers have used to reinforce this: Get DRI's from leadership to support key initiatives and ask from top-leads who they would recommend to be assigned to them (frame it as "career growth opportunities"). C ...Read More

Thank you for asking - for me it is 2 key philosophies that help build a successful culture within sales: Distraction Free Selling & Golden Selling Time. When it comes to 'Distraction Free Selling' that means we centralize all cross functional communications for sales into a bi-weekly, repeatable webinar program (we call this 'The Scoop'). It builds confidence with the sellers that they don't need to waste time searching for information, updates or launches that are key to their role, but th ...Read More