Effective sales enablement starts with understanding the needs of your team—and continuously adapting to meet them.

In this episode, Alex Yeaton, Senior Manager of Global Go-To-Market Field Effectiveness at Klaviyo, shares her journey of supporting a rapidly growing sales team from 7 to over 250 reps. You’ll also hear about the challenges of scaling enablement programs, the importance of coaching leaders, and why iteration is the key to long-term success.

From building trust through product training to helping sales managers become better coaches, she offers practical advice for enabling teams to succeed in a constantly evolving market.

In this episode, you’ll learn:

• Why continuous iteration is critical for enablement programs
• How to coach leaders to be extensions of your enablement team
• Why market insights and customer voices drive better sales outcomes

Jump into the conversation:

(00:00) Nailing down enablement programs

(01:09) Transition from AE to enablement

(03:41) Scaling an enablement team

(07:32) The importance of product training

(09:39) Onboarding BDRs: When to start calls

(12:47) Lessons from building a global sales team

(16:11) The evolving role of enablement

(23:42) Keeping enablement programs relevant