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.