SalesLoft's own Derek Grant shares his insights on enabling both reps and managers at SalesLoft Rainmaker 2017.

1. Enabling
Managers & Reps
Derek Grant

2. Who the heck am I?
@DerekGrant
● VP Commercial Sales
● Responsible for SDR & AE
● FSU Superfan
● Report directly to Riley, Kelli &
Reese Grant (dotted line to KP)
#The Boss
#LottoBaby

3. Why Does Enablement Matter?

4. 77% of Companies Practice Sales Enablement in Some Form

5. Education-based sales enablement practitioners are 80% more
effective at finding, training, and retaining talent.

6. I have a confession

7. I People named Jacco
Jacco Van Der Kooij
Principal
Jocko Willink
Bad@ss
Jocko

8. Strategikon

9. Enablement has been happening for centuries

10. Military enablement models are powerful

11. ...Because the stakes are high

12. 4 Key Themes
● Be thorough in basic training
● Prepare for common situations
● Perfect practice makes perfect
● Empower your leaders

13. Be Thorough in Basic Training

14. The one who puts effort in training of
the soldiers risks less in a war

15. Basic Training

16. Basic Training

17. Basic Training
What your
Platform Does
Industry Ideas to
better align you
with your buyer

18. Basic Training

19. Prepare for Common Situations

20. On horseback at a run, he should fire one
or two arrows rapidly, and put the strong
bow in it’s case, and then grab the spear
which he has been carrying on his back.

21. With the strongbow in it’s case, he should
hold the spear in his hand then quickly
replace it on his back and grab his bow.

22. No budget…??
You’re busy...??
Vended…??

23. Weekly “Talk Track” Training

24. Weekly Talk Track Training

25. Provide a Framework
Say Something Nice
Crush Their Spirits
“...but check them out.”

26. No Framework
=
Wide Span of Outcomes

27. What you want

28. What you get

29. Components of
the framework

30. Provide a Framework

31. Make them memorable

32. Provide ammo

33. Ensure reps can execute with proficiency

34. He should be trained to shoot rapidly on foot...speed is important
in shaking the arrow loose and discharging it with force.

35. This is essential and should be practiced while mounted. In fact,
even when the arrow is well aimed, firing slowly is useless.

36. Perfect Practice Makes Perfect

37. Constant Drill is of the greatest value to the soldier

38. It is a good idea for soldiers to drill in their own country for such
exercises do not wear out the horses.

39. Marbles in the Mouth

40. Lunch & Learn

41. Team Call Review

42. Empower
Your Leaders

43. For it is not true that wars are decided by courage and
number of troops, but by tactics and generalship

44. Certification

45. Review & Assess

46. Consistently Capture Data

47. Recapping
● Be thorough in basic training
● Prepare for common situations
● Perfect practice makes perfect
● Empower your leaders

48. THANKS!