Tips for sales enablement?

Hey sales savages. Just left an enterprise role to come teach a startup how to sell. What's been everyone's most-tolerable sales enablement experiences? 

I'd rather not do death by PowerPoint. The org has gong, sfdc, Showpad, etc. I've got a blank check to get the team whatever they'd like. 

Pointers appreciated!
🧠 Advice
🛩 Onboarding
🗝 Sales Enablement
8
poweredbycaffeine
WR Lieutenant
5
☕️
Hi there, head of RevOps here and that includes enablement/training.

Tell me about your current team. Tenure, org maturity, tech in place, the training they've taken before, etc.

Also, the folks downvoting this post work for orgs with shitty enablement, so they're bitter that they've never worked under a PBC regime.
pipeline
2
Director of GTM Strategy
Appreciate it! Small startup with limited sales direction. Just nailing down their market strategy now. Sellers are way too used to inbounds, no one uses the same messaging, etc. They’ve never had an enablement team before.
poweredbycaffeine
WR Lieutenant
7
☕️
Alright, here is what I would do:

1) Set them up with JB Sales:  https://jbarrows.com/for-teams/
2) Run regular lunch and learns where you break down a component of the training and apply it to their reality (how would they prospect/sell with JB techniques in their market).
3) Document the shit out of their sales motion today. You'll start to see where the holes are in the process, which will teach you about what needs to be built/where they need training.


No matter how you choose to approach it, act as an ally and not another manager. If you try to force them to water and run the pipeline reviews, you're going to be seen as an enemy, not an enabler.
UrAssIsSaaS
Arsonist
3
SaaS Eater
This is the way. I heavily second the tracking and iterating piece of this. You arent going to solve world hunger in your first 3 months but you will see where the holes are and from there you can ID and develop coaching accordingly. 
DungeonsNDemos
Big Shot
3
Rolling 20's all day
Damn, @poweredbycaffeine coming in clutch yet again. 

From my own perspective of being an AE on a small team where we also all do very different things (different messaging, outreach strategy, and no cohesion) I would imagine if they are looking to actually grow then you can follow a standardized process such as PBC has outlined.

Look to get everyone into the same mindset of not being an order taker and striving for better performance to up their game and paycheck (presumably). 
That will be crucial to ensure this training and process actually sticks.
CuriousFox
WR Officer
2
🦊
Good for you! Congrats on your new gig!
SalesSage
Valued Contributor
0
National Account Manager
Why don't you ask what they want?  It is usually a range of easy wins and impossibilities but gaining their buy in and support will go far in actually having them adopt what you bring in.   
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