268 — Sales enablement

In some ways, sales enablement has the ultimate success metric - increased sales! So why is sales training so often a 'hard sell' for L&D?

In this week's episode of The Mind Tools L&D Podcast, Ross D and Owen are joined by Anderson Hirst, Consulting Director at Kojo Academy, to discuss:

• the difference between sales training and sales enablement
• why sales training is so often seen as distinct from other training efforts
• how to measure the impact of sales training
• what good sales training looks like
• advice for small and medium-sized businesses looking to develop their sales teams

Show notes

In WILTW, Owen mentioned the New Yorker article, 'It's Time to Stop Talking About "Generations"': https://www.newyorker.com/magazine/2021/10/18/its-time-to-stop-talking-about-generations

Ross D recommended the 'A Crypto Optimist Meets a Crypto Skeptic' episode of the Ezra Klein Show. You can find it wherever you get your podcasts.

You can find out more about Anderson's work by visiting https://kojoacademy.com/

For more from us, including access to our back catalogue of podcasts, visit emeraldworks.com. There, you'll also find details of our award-winning performance support toolkit, our off-the-shelf e-learning, and our custom work.

Connect with our speakers

If you'd like to share your thoughts on this episode, connect with Ross D and Owen on Twitter:

• Ross Dickie - @RossDickieMT
• Owen Ferguson - @OwenFerguson

Or you can contact Anderson by searching 'Anderson Hirst' on LinkedIn.