Manager-led coaching programs are a powerful tool in improving sales organisation performance and is key to achieving long term behaviour change. But it can be challenging for frontline managers to balance their role so how can you tap into the potential of this superpower?

In this episode Kate is joined by Founder of Sales Excellence Advisors and Founding Member and Former Chapter President of Revenue Enablement Society Jerry Pharr to discuss how to get the most from your manager-led coaching program and why they are so beneficial.

We are all familiar with discovery as a key competency for sellers but it is overlooked in Enablement?

Understanding the 'pain points' in the sales team and where you need to focus is a vital process for Enablement but it also important to be able to communicate what you have found to your key stakeholders - without it, there will be a harmful disconnect.

An author on the topic of Enablement, a former teacher and a big believer in a human-centred, data driven approach, TD Haines joins Kate to look at what can happen when there is a lack of discovery and how it can impact solution delivery and ultimately results.

Connecting Enablement to revenue goals is the industry's burning issue currently. Everyone has felt the swing from tactical, tick box Enablement to a need for it to be strategic and impact revenue. But that change is easier said than done.

In this episode, SEC One To Watch, Enablement ambassador and Staffbase's GTM Enablement & Productivity Lead Kieran Smith shares his own experiences and thoughts on how to begin to quantify the value of your Enablement.