How do you identify the training and resources so that your sales reps are both efficient and effective?

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 & when possible)
• Identify outcomes to measure & impact
• Understand if the gap is: skill, will, or knowledge
• Define learning outcomes
• Decide if the program is necessary
• Execute the program
• Capture feedback
• Report back findings

I Love this question...I was once a salesperson, so I have always carried a ton of empathy for sellers and how precious their actual selling time is. I really disliked being taken away from my role to take training or meetings that were not immediately something I could action (sell), or that didn't make me effective at my job. With that in mind, I adopted a philosophy around 'Golden Selling Time, where we front load any enablement we deliver in the first 45 days of a quarter - right out of the gates that is our promise to sellers. Also, we need to read into the health of the business, through metrics and analytics, to help us determine what enablement is needed -too often enablement is reactive - strong partnerships with teams like Sales Operations can help you create the real time insights needed to ensure that what we deliver, it top of mind and is aimed at solving a potential challenge, but more importantly some thing sellers can action immediately. If we see deals falling off after a certain stage, we will research the reason why and help identify specific enablement to address the challenge, and we ensure that what we deliver is specific to the audience and is immediately actionable. You also need to listen - conversational intelligence allows you to understand, at scale, where the brightest spots are, and where you'll find opportunity for change. We also provide multiple 'on demand' or 'just in time' resources - I am a huge fan of micros learnings, and enablement on the go, so everything we produce is mobile ready - people do not learn just 9-5 these days...we have to meet our audience where they're at. 

So, in summary:

- analytics & metrics can help paint the picture of what enablement is required

- embed yourself with sales and through programs like conversational intelligence, you'll get a sense first hand of where you can have the most impact

- Adopt the 'Golden Selling Time' philosophy - give your sellers the time to sell