What You'll Learn: - The strategic vision for sales enablement programs at Hired - Why content, training, and coaching should all live in your sales enablement approach - Tips for launching a program and boosting adoption among your internal stakeholders - Ways to incrementally measure the success of your program

1. The Three As of
Sales Enablement:
Alignment, Adoption,
Acceleration

2. Housekeeping Notes
● We are recording this session for you
● Participation: Use the Q&A Feature.
You joined the live version for a
reason!

3. Insert
Speaker
Photo
Kira Greer
Global Sales Enablement
HIRED
Colby Henard
Director of Sales
SHOWPAD
Colin Campbell
Director of Marketing
SALES HACKER
Speakers
3

4. Agenda
1
2
3
The Challenge : Sales Enablement, what’s in a name?
The Solution : Alignment, Adoption, Acceleration
Unify to get ahead of the pack
4

5. 5
Sales Enablement
What’s in a Name?

6. Confidential 6
Sales Enablement is Growing
LinkedIn users with Sales Enablement in their job title since 2016

7. © 2018 MILLER HEIMAN GROUP. ALL RIGHTS RESERVED.
Sales enablement makes a difference:
2-digit improvements
7
No Sales
Enablement
With Sales
Enablement
% of Salespeople
Achieving Quota
Win Rate of
Forecast Deals
46.7% 57.3%
52.1%45.5%
+10.6
+6.6
22.7%
14.5%
Difference in
Points
Actual
Improvement

8. What’s the Challenge?
Not enough
time for selling.
Takes new reps too
long to onboard.
Tough to turn
mid-performers
into top sellers.
Struggle to
articulate unique
value.
Sales presents
outdated, off-
brand content and
messaging.
Lack insight
into content usage
and impact
Sales:
Revenue
Marketing:
ROI

9. Who owns Sales Enablement and what is it?
The Challenge
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10. A platform where sellers live
Content Management
to store files
CRM to collect data for
reporting
Marketing automation
for scalability
Sales Enablement
is for the seller

11. Best buying
experience
How do you deliver the best buying experience?
Capable of
engaging with the
modern buyer
Having
smart, informed
sales reps
Sales Buyers
Content &
Experience

12. The Hired Story

13. Sales Enablement Legacy at Hired
Nascent enablement.
• Undefined strategy
• Inconsistent reporting
• Infrequent communication
Reactive functional specialists
• Short term solutions
• Responsive: ‘Hey we need to be trained on…’
• Functionally specific
The Challenge
Confidential 13

14. Enablement Future at Hired
The 3 As of Sales Enablement Alignment
The Solution
Confidential 14

15. The 3 As of Sales Enablement Adoption.
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Enablement Future at Hired
The Solution

16. The 3 As of Sales Enablement Acceleration
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Enablement Future at Hired
The Solution

17. Quick Wins
● Do #Assess
● Do #Reflect
● Do #Confirm
● Do Not #REACT
● Do Not #Assume
● Do Not #Fly solo
What we wish we knew - best & worst practices from real implementations
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18. Q&A

19. Thank you for
joining us today

20. BRIEFING
ABSTRACT
Launching a successful sales enablement program looks different at every organization but must include three things:
organizational alignment, cross-functional adoption, and measurable acceleration. Kira Greer, Global Sales Enablement
at Hired, will talk through how she tackled the "three As of enablement" and why content, coaching and training all fit
under the enablement umbrella. She'll outline Hired's approach to executive/C-suite buy in, change management,
mistakes made along the way and what's next for her program. Showpad Sales Director, Colby Henard will join to Kira to
outline why a unified approach to content, training and, coaching is setting Hired apart from the pack in its sales
enablement journey. Attendees will have the opportunity to ask questions during this hour-long interactive webinar.
What your audience will learn (4 bullet points)
● The before-and-after of the sales enablement program at Hired
● Why content, training, and coaching should all live in your sales enablement approach
● Tips for launching a program and boosting adoption among your internal stakeholders
● Ways to incrementally measure the success of your program
45 Minute Webinar - Live April 9th - Hosted by Sales Hacker
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