Many enablement practitioners are well versed in programs that involve activating content and skills that go beyond theory, incorporating activities such as pitch practice, prospecting into a real account, and coaching. While progress has improved program engagement, these approaches are still evolving. How many times have you heard something like “the enablement didn’t work!” only to find that the program was a one-way broadcast that went on for hours? Or, “I think my reps learned something, but they aren’t applying it with their customers. So, I’m not sure the time spent was valuable.”
Often, enablement efforts are wasted because the dots are never connected from what is being learned to the practical application of the day-to-day reality of selling. Activation, the force behind changing behavior, connects these dots. In enablement programs, activation puts learning into action and drives growth.
From one practitioner to another, learn real-life strategies and tactics to adopt right away to activate your content and skills to change behavior. Speaker: Liz McCormick