Rookies to Rainmakers: How Sales Leaders Can Build a World-Class Sales Enablement Program That Exceeds Expectations

If you're like 90% of the clients we partner with, your sales team has a wide range of skills and development needs, from sales rookies with raw potential to seasoned rainmakers who know the sales game inside out. Simultaneously, quota achievement fluctuates, and the big question is, how do you get everyone, regardless of their experience, to perform at their best? The answer lies in your organization's commitment to implement a world-class sales enablement program that caters to every level of expertise and diversity within your team. 

Why Sales Enablement Matters More Than Ever

Think of your sales team as the lifeblood of your organization—they're the bridge between your company and your customers. Whether someone has been with your company for ten years or ten minutes, their success hinges on one thing: effective enablement.

You might be wondering, "Why is sales enablement so critical?" Consider this: For every dollar a company invests in enablement, it gets about $4.53 in return. That's a 353% ROI—money well spent, wouldn't you agree?

But here's the reality: Over 60% of salespeople say that selling is harder today than it was just five years ago. Many organizations are stuck using outdated sales enablement methods that don't account for the diverse learning needs within their teams. With different generations in the workforce—from Baby Boomers to Gen Z—everyone learns differently. A one-size-fits-all approach just doesn't cut it anymore.

This disconnect affects individual performance and can tarnish your company's reputation. Studies show that between 85% and 90% of sales enablement has no lasting impact after 120 days. Ouch!

The Customer of Today: Savvy and Well-Informed

Today's customers are sharp. They can spot a generic self-centered sales pitch from a mile away. What they're really looking for is a partner—someone who truly understands their business and can meet their specific needs. That's where a tailored sales enablement program comes into play. High-performing organizations are winning by building enablement programs that cater to the unique needs of a multigenerational workforce and prepare them to position their value propositions to customer needs.

So the next question is, how do you create a world-class sales enablement program that drives real results? 

Personalizing Sales Enablement: Moving Beyond Traditional Training

When it comes to sales enablement, personalization is key. Here's a breakdown of the differences between a comprehensive Sales Enablement Program and traditional training: 

• Personalized Learning Experiences: A program that tailors learning paths based on individual roles, experience levels, and goals. It uses data to adapt content and pace according to each learner's progress and specific needs. Compare that to traditional training, which often applies a one-size-fits-all approach. Which do you think would be more effective?

• Micro-Indexed Learning: Micro-Indexed Learning breaks down information into bite-sized chunks—easy to digest, easy to retain, and resume on-demand. It's like snacking on knowledge throughout the day, rather than trying to digest a whole meal in one sitting. Traditional training, on the other hand, often involves longer sessions that can lead to cognitive overload.

• Community-Focused Reinforcement: A platform where sales reps can share experiences, challenges, and successes. This ongoing engagement within a community helps integrate learning into daily practice. Traditional training usually lacks this community aspect, leaving learners without a support network.

• Structured Coaching and Mentorship: Having a mentor who checks in regularly, providing guidance and feedback aligned with your goals. That's the structured approach of a personalized enablement program. In contrast, traditional mentorship is often informal and inconsistent.

• Employee Engagement: Interactive content, real-time feedback, and gamification—these are tools that keep learners engaged and motivated. Traditional training often misses the mark on engagement, leading to passive learning.

Building a world-class sales enablement program might seem like an overwhelming task, and it requires a high level of intentionality but the payoff is worth it.

Here's how you can get started.

Steps to Build an World-class Sales Enablement Program

 Building a world-class sales enablement program is more than just a one-time initiative—it's an ongoing commitment to your team's growth and success. By understanding the diverse learning preferences of your salesforce, setting measurable goals, and continuously refining your strategies, you can create an environment where every team member is empowered to excel. This structured approach not only enhances individual skills but also drives overall organizational performance.

Let's explore the key steps to developing a top-tier sales enablement program that aligns with the unique needs of your team and keeps pace with the evolving sales landscape.

1. Know Your Audience and Delivery Methods

Every generation has its own learning preferences. Baby Boomers might value in-person training and detailed documentation, while Gen Z, being highly tech-savvy, might prefer quick access to information via digital platforms. Did you know that 70% of Gen Z and Millennials prefer texting over phone calls? It's all about meeting your team where they are.

2. Set Clear Enablement Goals and KPIs

What do you want to achieve with your enablement program? Set clear goals not just for the organization, but also for each individual learner. Assess your team's strengths and weaknesses and create objectives that address those gaps. It's like setting up a roadmap—how can you reach your destination without knowing where you're going?

3. Choose the Right Enablement Techniques

Effective training equals happy, efficient employees. At Core AI, we believe in immersive learning experiences that move beyond theory into real-world applications. We start with the basics, then practice skills, and finally, simulate real-life challenges. Enabling your team to practice in a safe environment before facing actual clients builds confidence. 

4. Identify Performance Gaps

Regularly assess where your team is struggling and tailor your enablement efforts to address those specific areas. At Core AI, we work closely with stakeholders to pinpoint where improvements are needed. It's all about being proactive rather than reactive. Addressing issues before they become problems is always more effective.

5. Gather Feedback and Measure Results

An enablement program isn't a set-it-and-forget-it solution. Continuously gather feedback and measure results to ensure your program evolves with your team's needs. Struggling to keep that personal touch with a growing team? Consider smart coaching tools that help you track progress and provide personalized feedback. After all, everyone's growth journey is unique, right?

6. Conduct Ongoing Assessments

Quarterly assessments help you check retention and identify new learning gaps. Think of them as regular tune-ups for your team's skills. At Core AI, we offer skill assessments that are customized to each sales professional's needs—because one-size-fits-all never really fits anyone.

Desired Outcomes of a Successful Sales Enablement Program

Success in sales enablement isn't just about hitting targets—it's about creating a thriving ecosystem where both your team and your customers feel valued and supported. When a sales enablement program is effective, it doesn't just benefit the bottom line; it fosters a culture of collaboration, satisfaction, and growth. From strengthening teamwork and increasing job satisfaction to reducing turnover and attracting top talent, the desired outcomes of a successful sales enablement program go far beyond numbers.

What does transforming your sales organization into a powerhouse of productivity and positivity look like? While the specific outcomes may vary, here are some common goals:

• Cohesive Teamwork: When everyone is on the same page, great things happen.

• Increased Satisfaction: Happy employees and happy customers—it's a win-win.

• Reduced Turnover: Well-trained employees are more likely to stay.

• Attracting Top Talent: A strong enablement program makes your company more attractive to potential hires.

• Higher Close Rates: Better enablement leads to more deals closed. Simple as that.

The Benefits of Sales Enablement Are Clear.

Now is the Time to Elevate Your Sales Team

Your sales team is the engine that drives your business. By investing in the development of a world-class sales enablement program, you're not just improving their skills—you're strengthening your organization's performance. The better equipped your salespeople are, the stronger your business will be.

Ready to take your sales enablement to the next level? 

Contact us to learn more about our Sales Enablement as a Service solution for organizations with big revenue goals but limited enablement resources.