What does success look like?
In this lesson, learn what a revenue outcome is, how to craft it, and how to make it matter to those outside of sales enablement.
You’ve defined your outcome. What behaviour change do you need to see to achieve it? And how are you going to collect that information?
Finally, how are you going to validate that your training is actually changing how reps do their jobs?
Enablement without the buy-in of front line managers is dead in the water. Managers will either tell their team to ignore your training, or fail to advocate for your work, and reps will ignore you themselves. If you’re going to get any change off the ground to achieve your outcome, you need to talk to your sales managers and prove:
In this lesson, we’ll cover both why this is important as well as how to do it.
How are you going to build a program that gets you to your new habits? What content do you need to assemble, who do you need to loop in, and what does success look like for you?
In this lesson, we cover program metrics, milestones, and best practices.
You've built the program. You have your metrics. You've achieved your outcome.
Let's talk about reinforcement.
Once you’ve achieved the outcome once, how do you keep your reps achieving it again and again?
No plan survives first contact.
But that doesn’t mean your entire enablement initiative has to fall on its face.
We’re going to cover a few common problems that we see enablers run into, what they mean, how to find the data to validate the problem, and what you can do about it.
Now it's time to recap the whole program, package it all up as a repeatable, predictable, outcome-based approach to running enablement programs, and paint a vision for what’s next:
proactively uncovering problems, designing programs to fix them, then testing those programs to see if they worked (or not).
That's the Outcome-based enablement engine.