My Biggest Sales Enablement Mistake

We all know that change is hard (understatement!) and in most cases it carries a lot of risk. In this episode, Arman Dolobjian shares personal insight into lessons he has learned from change programmes and talks through a 5 step framework to success.

A learning culture is important to company success but in an 'always on' world of reactive communication, fire-fighting and instant gratification, companies can fall into the trap of taking a short term view of transformation and never fully reap the benefits of genuine change. Founder of Curious Lion, Andrew Barry joins Kate Lewis to discuss why this can happen and what to do about it.

We all know the positive impact that coaching can have on win rates, average deal size and quota attainment but having the will to coach is not enough to make it a success.

In this episode, Paul Butterfield joins Kate Lewis to talk about how to bring a coaching culture to life and how to implement a coaching framework for long term success.

Recently, sales enablement has had an awakening to the need to measure its business impact, including the impact of coaching.

In this episode, Coach K joins Kate Lewis to talk about how you can ensure a coaching session is influencing change and how can you bridge the gap from the numbers often found in leading and lagging indicators to a long term change in your SDRs that will help you to achieve success?

In this episode, Kate Lewis is joined by Your Favorite Enabler and co-host of 'Sales and Enablement - The Podcast', Crystal Nikosey to look at why we still see deal and pipeline reviews being mistaken for coaching. They talk about how to equip your Managers to be better coaches and what makes a good coaching culture.

How can you stop planning 'random acts of enablement' around subjective opinions and who shouts the loudest and elevate your activity to achieve measurable revenue impact?  Kate and Kunal discuss the power dynamic around enablement teams, using data in the right way and Kunal shares his own journey to establishing an enablement strategy.

In this episode Kate is joined by the 'Founding Father' of Sales Enablement, author and VP of Sales Effectiveness Services at SparxiQ Mike Kunkle to talk about the important role that competencies play in successfully implementing a new sales methodology. Mike shares experiences from his own Enablement journey as well as mistakes he's seen others make along the way.

Kate Lewis is joined by Founder of Trust Enablement and long-time Enablement advocate, John Moore, to discuss the failings of a 'One & Done' approach to sales training. Why is it important that training is part of a sustained programme of activity and what can be done to help to embed learnings for the long-term.

Who is coaching the coaches? 

When you consider the time pressures already on sales managers and the fact that the majority don't come to the role with any formal training and are often not being coached by their own managers, its no wonder that the coaching of your sales team can often go awry. 

Kate Lewis is joined by Flow State's Aaron Evans to look at the pitfalls of not equipping your managers with the right coaching skills and what can be done to change this.

How many is too many? 

What happens if your competency list is too long? 

And which ones should you avoid? 

Kate Lewis is joined by Rachel McCourty to discuss the common competency pitfalls that she sees companies fall into and how to avoid them