#salesenablement

How are you measuring the revenue impact of your Enablement initiatives? How quickly are you accelerating the time to revenue impact? What about identifying when a change in the approach is needed? Kristen McCrae McMullan of Amazon Web Services has tackled these challenges successfully and come up with innovative solutions that she shared with me in this 2 part series. In Part 1 you’ll gain insights into:

• How to successfully transition from being reactive to strategic
• Quantifying your impact in a credible way
• Identifying and isolating the right micro KPIs to correlate activity to revenue
• Using a change management strategy that meets leaders where they are
• Learning from neutral and negative change

Kristen is currently a Global Sales Enablement Leader at Amazon Web Services [AWS], leading a team of sales enablement and readiness professionals to support the ProServe sales teams. With 11 years of sales and enablement experience, Kristen is passionate about being a woman in tech leadership and serves on the global Board of Directors for WiSE. Kristen received her undergraduate degree in journalism from Emory University, and continuing education certificates from The University of California, Berkeley, and Harvard Business School. For speaking or article requests, please reach out to Kristen on LinkedIn.

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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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Erica Newell, Sr. Strategic Customer Success Manager at Bridge and Paul Butterfield, Instructure Sales Enablement VP talk about an area of Sales Enablement that is often overlooked - Sales Enablement for Customer Success teams. The fact is many customer success organizations drive a significant amount of revenue but have different enablement expectations and needs. Erica shares insights into: 

• How is Customer Success different from Sales? How are they similar?
• What questions to ask your CSM teams to better identify their needs
• Suggested areas of enablement to develop for CSMs

Erica and the Bridge Customer Success team support 700+ customers worldwide. Bridge is a fast growing employee development platform that combines learning management, performance management, career development, and engagement measurement into one unified experience. G2 recently named Bridge a Leader in the corporate LMS category. 

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Lish Gates, Head of Global Revenue Enablement at Algolia and Paul Butterfield, Instructure Sales Enablement VP have a wide ranging discussion about how she and the Algolia team are delivering impactful onboarding and coaching to the global Algolia sales teams even during the COVID-19 lockdown.

• Establishing digital routines for successful reps and new hires
• Help new hires learn company culture while socially distanced
• Ideas and tools to avoid “death by virtual classrooms”

 Algolia is a fast-growing SaaS startup that helps clients deliver tailored, quick and scalable search and discovery. The Algolia Enablement team currently supports 160 reps across six offices and consistently deploys strategic, measureable and innovative ways to enable the team and impact revenue. 

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Bruce Graham founder of Perfect Performance Training Ltd. and Paul Butterfield, Instructure Sales Enablement VP explore what makes up an engaging and effective remote learning program. Bruce will also share the best practices he's developed while creating online learning programs for Oracle, PepsiCo, Hewlett Packard, McDonalds and Vonage. He'll share insights on launching a remote learning program as well as taking an existing program to the next level. Best practices for content creation/format/delivery How to address the learning needs of a multi-generational workforce and different learning styles Making content relevant for a global audience

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