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The Enablement Edge (podcast summary)

August 4, 2024 Jeremey Donovan

How to Build an Enablement Function from Scratch with Nicole Ward from OneSource Virtual (OSV)

  • Get executive buy-in early and often for enablement programs
  • 4 Pillars of Enablement: Tools, Content, Training, Readiness
  • Metrics:
    • Ramp time
      • New hire time to first opportunity
      • New hire time to first win
    • Average deal size
    • Win rates
    • % of sellers meeting/exceeding quota
  • Enablement must be attached at the hip with marketing as well as sales & customer success leaders
  • Gather feedback each quarter from a field steering committee that includes: solution consultants, AEs, BDRs, first-line managers, marketing, CSMs, etc.
    • Last quarter’s inititiatives
      • Performance data
      • Qualitative feedback on on programs
    • Next quarter’s plan: work together to prioritize the roadmap to ensure buy-in and quality

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