Susan Savona joins The Collaborator to discuss scaling a global enablement program
Susan Savona, VP, Global Sales Enablement at Monster, will share her insight and experiences about building a global enablement program.
1️⃣ Her team of 4 support between 350 and 400 sellers globally. This is in line with the ratios we are seeing across this series of conversations. The enablement team is made up of people with strong product/program management skills who facilitate and drive enablement projects forward.
2️⃣ 80% of what the team creates is able to be used by the entire business and 20% of the output is for specific geos, verticals, or other segments.
3️⃣ Susan reminds us to focus on understanding the business impact. Always understand the why.
4️⃣ A sales content repository is critical. Sellers need one source of approved, branded, up to date content that is easy to find.
5️⃣ A global certification program on solutions being sold. Her team built this program to educate the sales team on four solutions and certify every person in the organization. At the end of it, the sales person would have to do a 30 minute role-play that demonstrates their knowledge on the solution. While it just rolled out, it's already getting positive feedback from the sales team with examples of major wins as a result of the knowledge learned as a result of the program.