• Understand Difference Training, Coaching, (Mentoring)
• Know The Importance of Coaching
• Understand Who, What, When, and How to coach
• Tips for the coaching process and how to overcome barriers
• Who coaches the coach? (SE Leaders)
• In the end, no matter how much data we have available at our fingertips, don’t forget you are dealing with humans

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Corporate mergers and acquisitions are typically a time of stress and uncertainty for both newly acquired and existing revenue teams. Revenue Enablement teams play a key role in accelerating time to post acquisition revenue and ensuring employee retention during this pivotal period. This is the 2nd part of a 2 part series where Jamie Kanac is sharing what he’s learned through ​​20+ years as a revenue & growth operations leader directing strategic sales initiatives, mergers, and acquisitions for IBM and other companies. In Part 2 we’ll discuss:

• Onboarding and partnering with the Sales Engineering teams
• Identifying and connecting with the right acquired teams to facilitate the transfer of critical knowledge
• Creating the right curriculum for onboarding acquired teams 
• Certifications, testing and KPIs for measuring success
• Sales Enablement as the “glue” between cultures of their company and the acquired company

 Jamie Klanac is a proven revenue operations executive who has successfully executed transformations and managed operations in both public and private multinational companies. He has  the unique experience of having led Revenue Operations in North America, Latin America and Asia and significant experience in leading cross-functional partnerships with Marketing, Sales, Client Success, Finance, HR, Product, C-Suite, and Investors.

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Corporate mergers and acquisitions are typically a time of stress and uncertainty for both newly acquired and existing revenue teams. Revenue Enablement teams play a key role in accelerating time to post acquisition revenue and ensuring employee retention during this pivotal period. In this 2 part series Jamie Klanac will share what he’s learned through ​​20+ years as a revenue & growth operations leader directing strategic sales initiatives, mergers, and acquisitions for IBM and other companies.. In Part 1 we’ll discuss:

• The need for Revenue Enablement to engage early in the acquisition process
• Understanding the Go To Market and Routes To Market plans
• Mentoring newly acquired employees
• The early warning signs of acquired employees that are struggling or at risk
• Collaborating with Communications and Marketing teams

Jamie Klanac is a proven revenue operations executive who has successfully executed transformations and managed operations in both public and private multinational companies. He has  the unique experience of having led Revenue Operations in North America, Latin America and Asia and significant experience in leading cross-functional partnerships with Marketing, Sales, Client Success, Finance, HR, Product, C-Suite, and Investors.

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Should Digital Enablement be part of your Revenue Enablement strategy? What is “digital enablement” anyway? How is it different from other  Sales Enablement programs? Download this month’s episode of “Stories From The Trenches” and learn the answers to these questions and more as Steffaney Zohrabyan from Cisco and I talk about her career and success with Digital Enablement. You’ll learn:

• The technical challenges Digital Enablement can help solve for.
• Strategies that drive adoption and usage with large and grown sales tech stacks.
• How these strategies can be more effective than traditional training methods like webinars, lunch and learns, and eLearning courses.
• How to implement a Digital Enablement program to support your sales teams.

Steffaney Zohrabyan is an award-winning strategic digital enablement expert with experience launching in-flow enablement and performance improvement programs at 6 global organizations. She currently leads in-flow enablement programs within Cisco's global sales enablement team!

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Channel partners are a force multiplier for companies across a wide spectrum of industries and a critical part of their go to market strategy. Channel programs require their own enablement strategy to be effective. In this episode Ashley Butler from Appian shares her experiences in defining and building a successful partner enablement program.

• Where should partner sales enablement report?
• Taking an on-demand first approach in creation
• Enabling partner account managers
• Partner  sales assets
• Launching a partner portal

Ashley Butler is a sales professional and enablement leader who currently leads the sales training and enablement strategy for  Appian’s partner network as the Sr. Manager. Appian is a low-code automation platform used by the world’s leading companies. AshleyAshley self intro: She’s built a successful career in the tech industry - first as a seller, then as an enabler. She’s been with Appian ~ 6 years, and enabled the partner team for about 1.5 years.

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Are you and your team successfully serving the revenue leaders and teams you support “where they are”? In this month’s episode Rusty Jensen – VP of Revenue Generation at NICE Corp. – and I talk about how to build stronger relationships with those internal customers thereby seeing increased adoption and accelerated sales effectiveness. Rusty shares his insights on:

• What sales leaders look for in a sales enablement program.
• Building sales enablement at scale.
• How to meet sales teams “where they are”.
• Driving stronger adoption of new methodologies, tools and processes
• Sales leadership’s co-ownership of successful sales enablement. 

Rusty is the Vice President of Revenue Generation at NICE and is responsible for all pipeline creation for direct and indirect channels for sales at NICE. Over the past 12 years (and in 7 different roles) Rusty has worked to help build NICE, serve its customers, and train and develop the skills and careers of his employees. A serial entrepreneur, Rusty built several companies from the ground up prior to coming to NICE. That same energy and passion is applied at NICE to design innovative and cutting-edge strategies for NICE and its partners to spur growth and stay ahead of the competition. Strong Leadership, high output, and passion best define him.    

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With so much competition for sales and SDR candidates has your company started identifying and recruiting candidates that may not have traditional sales backgrounds? How can Sales Enablement support HR in expanding their search? What about B2C vs. B2B sellers? Join us for this episode with Shelley Mesh and hear her discuss the success she’s had in these areas and what she’s learned.

• Should Sales Enablement be involved in creating Sales and SDR job descriptions?
• Is Sales Enablement for B2C sellers different than for B2B?
• Identifying success profiles for candidates without direct sales experience.
• Is “selling” actually “sharing”?
• Setting new sellers up to have “hero moments”.

Shelley Mesh has been in the B2C sales enablement and training world since 2003, starting out in customer service, moving into sales and enablement, and segueing into recruitment and training. Most recently, she worked at an au pair agency, onboarding new reps responsible for both customer service and sales. She strongly believes that successful sales enablement starts with partnering with Human Resources to find the right people, including the non-traditional candidate. In the search for the unicorn, don’t overlook the grey duck; they may have everything you need without the typical education or career path.

Shelley is presently consulting with a digital ad agency on the redesign of their onboarding program. She lives in Arvada, CO with her husband and 2 children.

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Have you considered recruiting sales people or SEs to fill the next opening on your team? With the demand for Sales Enablement pros at an all time high it often makes sense. Successful sellers like to solve problems and help people which can be a solid foundation for success in our profession.  Listen in as Malvina EL-Sayegh from Reachdesk and host Paul Butterfield discuss why successful sellers often become great enablement professionals.

• How sales skills align to Sales Enablement
• Recruiting quota carriers from inside and outside your org
• Identifying and bridging skill gaps
• Successful onboarding tips for quota carriers making the transition

Malvina EL-Sayegh is a sales enablement leader, with a 10-year history of working in the Financial Services Industry. She is currently a sales enablement leader at Reachdesk and also a host of the #stayhuman podcast which focuses on demystifying sales.

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There's been a lot of focus on  using data and metrics to determine the effectiveness of Sales Enablement initiatives and rightfully so. What about using metrics to identify and prioritize which enablement projects the team focuses on? In this episode Lisa Hammack of Cornerstone OnDemand and host Paul Butterfield discuss how she and her team are doing just that by:

• Working with other teams in the org to gather and analyze the data
• Using both quantitative and qualitative data to analyze sale reps' performance
• Using a scorecard information to drive programs
• Overcoming challenges to implementing a scorecard approach

Lisa Hammack is a 20+ year veteran in the world of high tech and SaaS sales, with over 15 years spent in sales enablement.  Her passion is building sales enablement teams from the ground up, pivoting training solutions to enable business continuity under changing market conditions, driving strategic shifts in sales methodologies and building alignment with evolving business needs and to grow market share across multiple sectors, when not thinking about SaaS Software and Sales you can find her going to concerts with her two daughters, on her Peloton or running a 5K!

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Petek Hawkins, Head of Global Learning Enablement Development at Fivetran and Paul Butterfield, Instructure Revenue Enablement VP recently discussed Sales Enablement’s role in the selection, customization and successful implementation of sales methodologies and share their experiences with several of the leading methodologies. Why is a sales methodology so critical?

• Is a sales methodology different from the sales process? How?
• What to look for in evaluating and selecting a sales methodology
• Customized or off the shelf?
• The 5 steps to follow that ensure a successful implementation  

 Petek Hawkins combines strategy, plan, and process to design programs for the sustainable growth of multi-million global SaaS companies such as Zoom Video Communications and Fivetran. She is adept at driving individuals to full productivity by aligning the core competencies of any role to intelligently designed data-driven programs that meet the learners where they are. She leads companies to quickly grow revenue engines with scalable enablement, learning, and development. Her motto is: Simplify, standardize and scale!

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