MY TAKE ON ENABLEMENT
Over the last 15 years, I've learned that true enablement isn’t about setting up daylong training sessions or shuttling a team through an out-of-the-box sales methodology boot camp.
True enablement that gets results comes in the form of advocacy: from someone who makes sure resources meet sellers where they are, removes blockers to their success, and diplomatically intervenes before six change management announcements are fired off via Slack in one afternoon.
Most of all, salespeople need someone who truly believes in their potential and represents their needs in leadership conversations to fully support the revenue org in meeting its goals.
This is the perspective I bring to every engagement, whether it’s a full-time fractional role or a one-off coaching session.
And I have embodied this perspective — as an internal enablement employee who built and scaled programs from scratch, as an external consultant who sees repeated (but very common) growth challenges — and most of all, as a former account executive who’s felt the frustrations of the job firsthand.
The very good news is: no matter what stage your company is in, no matter what industry you’re in, no matter who’s calling the shots in leadership: real people thrive when you treat them like real people. So that’s where we’ll start.
