Overcoming the barriers to relevant sales conversations requires a strategic approach that
supports salespeople with the right content, skills, and tools they need to appeal to the right
buyers. As a learning leader, you can help:
• Implement a forward-looking human capital strategy. Clarify future-state
requirements by using sales conversations as the design point. Start by analyzing
where the organization is going and helping leaders understand the roles of people in
• Create a set of standards for each key role. Once roles are clarified, help leaders
create the “spec” for each role. Use input from the field and reach out to buyers to
determine what they need from salespeople.
• On-board new people that meet defined criteria. Once roles are defined, build a
solid on-boarding program to help customer-facing, revenue-generating employees
understand the problems your company can solve for buyers. Help them achieve
desired proficiency and put them on the path to achieving your defined future state.
• Develop current employees to achieve those standards. Explore the gap
between the current state and future state in each of your customer-facing
employees. Identify the behavior shifts that need to happen in these roles, and work
with your peers to align the content, skills, and tools necessary to change that
• Create and manage a reinforcement strategy. Work with front-line managers to
anchor new behaviors and move employees toward the future state.
With a strategic and dynamic sales enablement solution in place, your customer-facing,
revenue-generating employees will have the agility and tools they need—and your
organization will have the sales teams it needs—to remain competitive.