S2: E23 - Jeff Chan (Salesforce Onboarding Lead APAC) - Are we setting up reps to fail or succeed?

Jeff Chan, Global Enablement Sales Onboarding Lead for APAC at Salesforce, discusses the importance of onboarding and enablement in sales organizations. He emphasizes the need for sales reps to have a strong foundation in product and technical knowledge, negotiation skills, and deal mechanics. Jeff also highlights the significance of building rapport and trust with customers, as well as the value of teamwork and collaboration. He shares insights on the onboarding program at Salesforce and provides advice for startups on creating their own enablement function. Jeff concludes by discussing the qualities of successful salespeople, including their ability to see around the corner and provide unique insights to customers.