Long-Term Competency in a Short-Term World: Building Skills That Last Via the Sales Learning Framework

Two seemingly contrasting truths exist within B2B sales organizations: (1) Today’s sellers desire and demand, more than ever, a working culture that emphasizes personal and professional development opportunities; and (2) Sellers feel they have little to no time to squeeze learning into their busy daily routines. This dichotomy creates tension and friction for revenue leaders seeking to attract, onboard, and optimize the long-term contributions of their sales and other customer-facing team members and challenges even the most talented enablement leaders in the delivery of effective training.

Quite often, revenue enablement teams quickly turn to technology to solve this problem, but “a fool with a tool is still a fool.” While tech platforms will help scale and automate great enablement, practitioners need to ensure that their approach has a solid foundation. The speaker’s company has discovered what best-of-breed revenue enablement teams deploy to maximize seller learning while minimizing drag on their productivity.

In this session, you will:

• Learn key insights into how to think about the no time/high need for development.
• Identify the four key tenets of peak sales learning—What, When, How, and Who—that will help resolve the inherent conflict between sales learning desires and sales learning capacity.
• Walk away with helpful takeaways and best practices from sales organizations that are navigating the development terrain.

Speaker: Peter Ostrow, VP, Principal Analyst, Forrester B2B Sales

Sales Readiness: Boost Performance 70% With Coaching and AI

Sales leaders are under constant pressure to keep their teams performing at their best. How about boosting your team's performance by up to 70 percent through improved coaching and AI-powered roleplays? In this session, we'll explore how companies are leveraging innovative tools and strategies such as AI-powered roleplays, calibrations and assessments, simulations, and agile sales coaching reports into a continuous development plan. By strategically integrating these tools within your coaching and training programs, you can identify skills gaps, create personalized learning paths, and unlock new coaching opportunities that foster long-term growth and readiness across your entire team.

Application on the Job:

• Discover how AI-powered roleplays are being used to rapidly develop new skills and generate actionable data for improvement.
• Explore how to save time and improve consistency by using an AI-powered coaching tool and agile sales coaching reports.
• Document coaching sessions and align observations with skill development using data.

Speaker: Dave Romero, Unboxed Training and Technology

Sponsored by:

Understanding Executive Thinking: Key Insights for Sales Enablement Leaders

When requests and activities come pouring in, it’s easy for enablers to enter the cycle of prioritization, implementation, and reporting. We tally up the volume and believe it equates to organizational value—but that’s not how executive leaders think.

This session’s speakers will share candid insights and examples on the thought processes and priorities of C-suite leaders, so that you can better frame and message your strategies and initiatives for impact.

In this session, you will:

• Gain an understanding of how C-suite executives think strategically and prioritize long-term business goals over short-term gains.
• Explore techniques for concise, data-driven communication that addresses executives’ time constraints and information needs.
• Understand the importance of building strong relationships based on trust and credibility with C-suite stakeholders

Speakers: Stephanie White, Senior Director, Sales Enablement; Dayna Williams, ATD Sales Enablement Content Leader, Author of The Diligence Fix

Using Data-Backed Competencies for Targeted, Tangible Revenue Impact

Struggling to prioritize initiatives amidst ever-changing priorities? Frustrated by the challenge of proving the impact of your enablement programs? In this session, discover how data-based competency frameworks can help revenue teams identify, prioritize, and address the gaps that matter most. Learn to set up a data-backed framework that consistently demonstrates the tangible revenue impact of your enablement initiatives. Join us to transform your approach and drive significant, measurable performance improvement.

You will learn:

• The basics of competency frameworks

• How to identify the skills and KPIs to build your own framework

• How to use audit results to prioritize enablement efforts

• How to use the framework to connect efforts back to demonstrable revenue impact

Speaker: Sally Ladrach, Sales Enablement Leader

Maximizing ROI: The Impact of Assessments on Recruitment to Selection
The salesperson of the future will need to blend traditional sales skills with modern competencies, including digital proficiency, customer-centric approaches, and strategic thinking. Embracing technology, empathy, staying adaptable, and maintaining ethical standards will be crucial for success in an increasingly complex and dynamic sales landscape. Selecting new candidates for a job can present several challenges, but one of the most significant challenges is ensuring a good fit between the candidate and the job requirements. Addressing these challenges requires a strategic and thoughtful approach to selection, involving thorough job analysis, clear communication, structured assessment methods, and ongoing selection evaluation and development. Join the speaker as he discusses the ever-changing environments affecting sellers of today. “The seller of the future” has to evolve with advancements in technology, changing customer expectations, and new business models; the competencies required for a salesperson of the future are changing.

Speaker: Carlos Cadogan, MHS

Sponsored by:

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The Era of Dynamic Learning Powered by AI and Unified Learning Journeys
The era of dynamic learning is transforming corporate training through AI-powered, unified experiences. Driven by rapid product cycles, remote work, and personalization demands, this approach integrates learning with communication and recognition strategies. It employs unified platforms, continuous feedback, and cross-functional collaboration. AI-driven “Sensei Bots” offer personalized coaching, simulations, and real-time feedback, creating an adaptive learning journey. This model shifts from static training to a continuous, data-driven process, ensuring employees develop skills aligned with evolving business needs.

Speaker: Scott Wiemels, 24G

Sponsored by:

Stop Your Sales Team From Leaving Money on the Table. Negotiate!

Join us for a hands-on session that will sharpen your negotiation skills through practical exercises and real-time feedback.

You will be part of an engaging simulation in which you will quickly see how easy it is to leave value on the table. You will discuss effective strategies to avoid common pitfalls. You will learn essential guidelines for proposing and closing, including strategies around first offers, use of multiple equal simultaneous offers (MESO), applying ranges, and scripting your negotiation approach.

You will walk away with a practical strategy for making trades and managing expectations, avoiding unnecessary concessions—and getting value for value given.

Your questions will drive a deeper dive into the insights and strategies you’ve learned. Don’t miss this opportunity to elevate your negotiation skills in a dynamic and interactive environment!

Speaker: Jeff Cochran, Shapiro Negotiations Institute

Sponsored by:

Scaling Yourself When Demands Are High, But Resources Are Low

It's commonplace for enablement teams to be small compared to the size of the sales team they are supporting. So, it's up to enablement practitioners to figure out how to scale themselves in a sea of demands. In this session, you'll hear a case study of how Lindsay scaled herself, then collaborate with your peers to brainstorm further ways you can scale yourself. You'll leave with key methods to scale your practice and drive increased impact to your sales organization.

Learning Objectives:

• Evaluate a case study to scale yourself with prioritization, self-serve resources, and seller-driven enablement series.
• Explore additional peer strategies for scaling yourself.

Speaker: Lindsay Hoyle, Sr. Enablement Manager, Sales Skills, Smartsheet

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Sellers Hate Your Training: 5 Reasons Why Sellers Don’t Want to Take Your Training and How to Fix It

In this session, the speaker draws from more than 20 years of experience as a direct seller and more than a decade as a sales trainer to uncover the top five reasons why sales reps dread training programs and how to fix them. Gain unique insights from both sides of the training equation and discover the hidden barriers to engagement, the mistakes that make training sessions unbearable, and the strategies to transform your approach. Learn how to create training that captivates and empowers your sales team to excel. Say goodbye to dull, ineffective sessions and hello to training that your sellers will actually look forward to.

• Identify Common Pitfalls: Understand the top five reasons why sales training often fails to engage sellers, based on insights from both receiving and delivering training.
• Transform Training Approaches: Learn practical strategies to redesign your training programs, making them more engaging and relevant to your sales team’s needs.
• Enhance Engagement and Effectiveness: Discover techniques to create a training environment that motivates and empowers sales reps, leading to improved performance and job satisfaction.

Speaker: Greg Qualls, Global Director of Revenue Enablement, Platform.sh

Crafting Effective Sales Training: Lessons From a Veteran L&D Leader
In this session, a seasoned L&D leader with extensive experience in a variety of industries shares practical insights to help you create effective sales training programs. Drawing from a diverse career spanning B2B and B2C sales, military recruitment, and corporate environments, our speaker will guide you through proven strategies for designing and implementing highly effective training initiatives.

In this session, you will learn how to:

• Empower sales teams through innovative training methodologies, data-driven decision making, and adaptive learning strategies.
• Employ organizational change management in learning path development.
• Leverage subject matter experts and needs analysis best practices to deliver customized programs and achieve learning objectives.
• Design versatile training for sales teams and managers, incorporating face-to-face, e-learning, and hybrid models.

Speaker: Jennifer Banman, The Brooks Group

Sponsored by:

Performance Consulting: Your Secret Sauce That Guarantees Results

Enablement pros are charged with building capability across myriad programs, and while it’s one thing to initially design an initiative or intervention, it’s entirely another to see it through to realizing the behavior change and organizational results. The skill set that sees projects through their entire lifespan is performance consulting. Performance consulting is the process of constantly, methodically inching from the current state to the desired state. It’s difficult because any impediment or gap can dramatically change from week to week, and dynamic, consistent organizational alignment is critical. This session will provide a ready-to-use system for successfully conducting performance consulting in any revenue organization, tracking progress, holding leaders accountable, determining next steps, reinforcing organizational alignment and buy-in, and achieving target outcomes.

You will be able to:

• Use a performance consulting system to track progress, enforce organizational alignment, hold stakeholders accountable, and achieve target results.
• Ask probing questions to identify risk factors and determine next steps.
• Identify the specific factors hindering behavior change in their organization.

Speaker: Lauren Brownstone, Learning and Enablement Advisor

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The Three Agreements: Field-Tested Strategies for Aligning With Revenue Leaders on Training That Works

Every relationship relies on a series of interconnected agreements—some are spoken, many are assumed, and others are never consciously considered or discussed. This session will focus on the three agreements that underlie all collaborative relationships between sales leadership and learning and development when considering ways to change selling behavior. You’ll learn from real stories and insights to highlight how these agreements have been leveraged for measurable performance improvement and examples of when ambitions have fallen short.

In this session, you will:

• Articulate the three foundational agreements that underly all collaborative relationships with sales leadership.
• Identify the nature and status of these agreements within your organizations and partnerships.
• Develop a plan for how to leverage these agreements for improved effectiveness.

Speaker: Dave Noonan, Head of Sales, Learning & Development, Red Nucleus

Driving Outcomes With Enablement

To some enablers, making an impact on results is their key mission. Others lobby against that accountability, citing adoption and behavior change as their ownable outcomes. The profession is evolving, though, and in the future, making an impact with enablement will not be optional. This session’s speaker will bust the faulty myths that naysayers believe and address the nagging question of “Why bother?”

In this session, you will learn how to:

• Conduct strategic enablement planning.
• Take a performance consulting approach.
• Measure impact in believable ways.

Speaker: Mike Kunkle, Author of The Building Blocks of Sales Enablement (ATD Press), Vice President of Sales Effectiveness Services for SPARXiQ