Redefining Sales Enablement
One thing was clear: sales enablement is not a one-size-fits-all solution. Each organization defines it differently, often misunderstood as merely a toolkit, a training initiative, or a mechanism solely tied to commercial outcomes.
As Emily Benson put it, "Enablement must align with the broader business goals while remaining adaptable to team-specific needs."
Scaling success at SumUp
SumUp’s ambition to grow to 2,500 employees within a year highlighted the logistical and cultural challenges of volume onboarding.
Rapid ramp-up times and behavioral assessments are crucial to achieving this scale without compromising quality. Emily emphasized the importance of crafting onboarding programs that not only convey information but also inspire confidence and resourcefulness.
The essential traits of a winning sales rep
The discussion unearthed a universal truth: the best salespeople aren’t always the ones with the most experience. Kate Philpot underscored that traits like curiosity, resilience, adaptability, and accountability often outshine a traditional CV. Practical exercises, such as role-plays or case studies, are invaluable for evaluating these characteristics.
A standout reference was the Sales Acceleration Formula, by Mark Roberge which provides actionable methods for assessing readiness in real-world scenarios.
Onboarding for impact
Effective onboarding goes beyond information overload. SumUp prioritizes linking onboarding metrics directly to business outcomes, using KPIs to measure not just knowledge retention but behavioral changes. Emily highlighted the importance of teaching new hires how to find information when they need it, ensuring they feel capable and connected.
Key metrics:
Behavioral assessments through tools like a stoplight system.
Tying success to leading indicators such as meeting preparation and engagement quality.
Coaching, training, feedback - what’s the difference?
Emily differentiated between coaching, training, and feedback—a trifecta essential for team development:
Coaching: Encourages self-reflection and problem-solving.
Feedback: Focuses on pinpointing specific improvement areas.
Training: Builds foundational knowledge and skills.
Emily shared how SumUp fosters a coaching culture, enabling managers to recognize coaching opportunities and maintain accountability.
Performance diagnostics at SumUp
SumUp’s approach to underperformance is both empathetic and rigorous. With only 20% of reps hitting their quota in 2024, Emily stressed the importance of clear expectations and individualized Performance Improvement Plans (PIPs). Diagnosing what drives each team member is critical—beyond quotas, understanding personal motivators builds a stronger, more engaged workforce.
Balancing metrics and autonomy
The sweet spot between micromanagement and freedom lies in setting realistic KPIs while celebrating achievements. At SumUp, global sales calls and weekly leaderboards are platforms to recognize wins and foster camaraderie.
Facing challenges with confidence
As businesses strive to grow revenue with leaner resources, the panel left the audience with actionable takeaways:
- Focus on leading indicators to guide long-term strategies.
- Build onboarding programs that empower, not overwhelm.
- Cultivate a coaching culture where feedback is specific and actionable.
The session was a reminder that sales enablement, at its core, is about enabling people—not just processes.
Find out how you can better enable your teams with the Sales Readiness Assessment
