Is Your Sales Enablement Practice a Steady Stream or an Uncontrolled Flood?

A talk by Kyle Abel
Director, Sales Enablement, Guidewire Software

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About this talk

Sales Enablement teams often act as "special forces" - parachuting in to address needs for the sales team as they come up. As your organization grows, planning becomes critical to avoid flooding sellers with training and content that ends up sitting on the shelf.

Guidewire Software's Sales Enablement team, and the sellers they serve, has doubled in size over the past eight years. During that time, the team has encountered many obstacles along the way, including:

  • Enablement "floods" and "droughts" because of organization seasonality

  • Enablement "blind spots" caused by focusing too much on one competency

  • Enablement "backfilling" due to misalignment to sales needs

This session will present an easy, three-step process to create a deliberate plan to enable sellers consistently, predictably, and holistically.

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