Carly Lehner is the Global Head of Sales Enablement at Axiom.  She joined The Collaborator to discuss her work running a global enablement program, onboarding effectively in the age of covid, and some of the best metrics (and worse) to use for measuring her teams efforts.

1️⃣Carly has a team of two:  Carly and Emma (a former BDR); supporting around 150 commercial teammates, about half of which are sellers who carry a quota.

2️⃣At Axiom, Enablement reports to Ops who then reports into the head of sales.  One of the benefits of this relationship is that the team is extremely data-focused, an area where many enablement teams struggle.

3️⃣Sales leaders are a primary audience for their efforts; key for identifying the highest priority projects and driving adoption.

4️⃣Carly has a passion for creating amazing sales on-boarding programs.  One of the best things she does is monthly check-ins with all sellers as they grow into the company, providing support and celebrating successes.  

Best metric for success?  Quota Consistency.  How many months in a row are sellers achieving quota.  Teams with longer sales cycles can modify this metric to better align with their business (e.g. x discovery calls a month), but a good idea to measure consistency of performance over time.

5️⃣Carly recommends call recordings as a great tool for training new hires.  Helps new hires understand what good looks like and to map out their own approaches.

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