Revenue Enablement Foundations for Scaling Teams

Function: Sales

Overview

This course will help students master the fundamentals of sales enablement and teach you how to fuel engagement through tactics such as gamification, humor, peer learning, and manager coaching. You will walk away with the ability to harness data by analyzing key metrics and choosing the right learning tools to empower your teams. You’ll also learn how to foster a culture of continuous learning, secure executive sponsorship, and build prospecting into your organization’s DNA.

Designer Bio

Sara Kwan is a versatile, seasoned people leader with extensive expertise in scaling teams and delivering results. She has an outstanding record for growth and knows how to lead and train others to focus on customer value delivery, data-driven decision-making, and keen marketing insights. Sara’s transformational leadership style has provided avenues for success in large companies such as Amazon and Ge Healthcare. She currently serves on the Board of the University of Arizona, Arizona Tech Launch, helping startups launch and scale. 


Sarah Filipiak is a 3x founder, top seller, sales leader, and enablement leader, specifically in onboarding, performance acceleration, and enablement strategy. Her work has touched dozens of rapid growth companies including Wayfair, Airbnb, Coupa, Keller Williams. As a founder, Sarah conceptualized, launched, scaled, and sold her thriving start-up to the world’s largest franchise development company, rapidly launching the careers of several profitable franchise locations across multiple states. With an extensive background in pedagogy spanning several industries and nearly 20 years, she is widely regarded as a highly performance-centric enablement leader, catapulting the careers of current and future top performers.

Information

Who Should Take

This course is designed for sales leadership including VPs + SVPs of Sales, VPs + SVPs of RevOps, Head of Sales, CROs, Sales Enablement Leaders, and startup CEOs looking to build sales enablement programs in their organizations.

Results to Expect

By the end of this course you will have the knowledge and skills to be able to effectively manage a sales enablement organization and understand the key areas of successful revenue enablement.

Homework, Assignments, or Expectations

No

Attendance Requirements

100% attendance is required

Outline

Class Schedule - 4 Weeks

Wedsnesday 1/10 at 11:00 - 12:30 pm ET

Wednesday 1/17 at 11:00 - 12:30 pm ET

Wedsnesday 1/24 at 11:00 - 12:30 pm ET

Wedsnesday 1/31 at 11:00 - 12:30 pm ET


Session 1: Sales Enablement Basics

By the end of this class, you will be able to:

  • Answer the question: What is revenue enablement? 

  • Build a sales methodology 

  • Build and launch effective onboarding 

  • Standardize messaging 

Session 2: Engagement

By the end of this class, you will be able to:

  • Leverage Gamification strategies

  • Use Humor for retention

  • Understand and utilize Peer-to-peer and social learning

  • Provide effective Manager coaching 

Session 3: Tools & Measurement

By the end of this class, you will be able to:

  • Analyze CSATs

  • Select and standardize KPIs

  • Evaluate learning tools

Session 4: Long term success

By the end of this class, you will be able to:

  • Build a learning culture - embracing I have to, I want to, I get to

  • Leverage Executive sponsorship 

  • Create a prospecting culture

  • Incorporate culture as a part of enablement 

Become the leader we know you can be

Develop your career alongside a powerful network of peers and enable your team to reach new heights