In this episode of the Value Coffee Talk podcast, host Thomas Pisellowelcomes Jen Thompson, a seasoned sales performance consultant and former Google sales enablement lead.

The pair discuss the challenges and strategies of enabling and training large sales teams, from her Google experience, and the nuances of working with smaller growth firms. Jen shares insights on how to best acheive growth success: embracing business value selling, creating effective onboarding experiences, embedding change, and overcoming internal resistance to new methodologies and processes.

Takeaways

• Enabling large sales teams requires unifying approaches across diverse regions.
• Psychological safety is crucial for effective team enablement.
• Smaller firms benefit from quicker decision-making and autonomy.
• Bad habits can form early without formal onboarding programs.
• Internal selling is often harder than external selling.
• Leadership commitment is key to successful program implementation.
• Active resistance can hinder adoption of new processes.
• Understanding objections can turn naysayers into champions.
• Embedding change starts at the beginning of the process.
• An enablement plan is essential for driving change and scaling sales.