[Podcast] Handling Sales Enablement? Do it like a Pro (Episode 16)

May 2nd, 2017

In this 18-minute interview Guardia outlines:

  • How to tackle sales readiness for new product launches
  • How to get the buy-in from your leadership
  • Tips to get your own sales enablement budget
  • Which metrics and KPI’s sales enablement managers should track

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“I’ve been actually practicing the sales enablement role for many years. In fact, so many years that I believe I was here before the term sales enablement emerged,” mentions Jill Guardia, Sales Enablement Leader, and Practitioner. She has worked in Sales Enablement for more than a decade, working with companies such as Symantec, Rapid7. She is also currently the President of Boston Chapter of the Sales Enablement Society.
Working with multiple technology firms she has established sales enablement teams from scratch. With this experience under her belt, Guardia has a lot of experience to share with new sales enablement leaders and management on where to start with sales enablement. More importantly, she also has some great advice on how to get the budget approved for your enablement initiatives.

“To be successful as a sales enabler, you need to think about how can you run this mini-business inside your company successfully,” says Guardia.

“We measure a lot of different things, but are we measuring the right things? More than often you’ll find that sales enablement people are measuring indicators with a bias to training. They are measuring a number of people who are trained, the number of hours consumed in training, and the smile sheets. Is that really telling you the success of the sales enabler, enablement team? Probably not,” says Guardia offering some great advice to new sales enablement leaders.
Furthermore, Guardia enumerates important KPI’s and metrics that sales enablement managers should start tracking. Continuing on from the last podcast, where Guardia outlines how fast-growing companies can coach and enable their frontline managers and sales leadership, in this podcast, she takes this her advice a step further advising sales enablers on the nitty-gritty of their role.