Unlocking Sales Success Through Enablement

Takeaways from Fiona Simpson

Building relationships with enablement teams is key.

CRM hygiene is vital for sales effectiveness.

Coaching is an ongoing process, not a one-time event.

Sales leaders must adapt to different selling styles.

Data is crucial for identifying sales gaps.

Great enablement leaders act as coaches.

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Training Vs. Coaching

"Training is a one-time occurrence typically of putting new information or new skills in front of someone for them to absorb and maybe practice depending on how good your training is. So it is a moment in time. Training is always gonna be sort of time-bound, limited to a certain topic, a certain subset of knowledge or a certain skill, and like I said, maybe some practice. Coaching, on the other hand, is an ongoing activity that is taking the understanding of what good looks like, and people get so tired of enablement people saying that, but it is really actually important."- Fiona Simpson

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