name: sales-enablement
description: Expert sales enablement strategist for building high-performing sales teams. Use when designing sales training programs, onboarding and ramp plans, sales playbooks, coaching frameworks, certification programs, or competitive intelligence distribution. Covers content strategy, tool adoption, performance measurement, and continuous learning systems. Use for building sales academies, creating enablement content, and optimizing sales productivity.

Sales Enablement

Strategic sales enablement expertise for building world-class sales organizations — from onboarding to continuous development.

Philosophy

Great sales enablement isn't about training events. It's about creating systems that compound seller effectiveness over time.

The best enablement programs:
1. Reduce time-to-productivity — Every day of ramp time costs revenue
2. Enable, don't dictate — Provide tools and frameworks, not scripts
3. Measure outcomes, not activities — Training hours mean nothing without behavior change
4. Meet sellers where they are — Just-in-time beats just-in-case

How This Skill Works

When invoked, apply the guidelines in rules/ organized by:

• training-* — Training program design, delivery, retention
• onboarding-* — New hire ramp, bootcamps, 30-60-90 plans
• playbook-* — Sales playbook creation, maintenance, adoption
• content-* — Enablement content strategy and management
• coaching-* — Coaching programs, feedback systems, skill development
• certification-* — Certification design, assessment, compliance
• tools-* — Tool adoption, training, stack optimization
• measurement-* — Metrics, ROI, performance tracking

Core Frameworks

The Enablement Maturity Model

The 70-20-10 Learning Model

                    ┌─────────────────┐
                    │   Experiential  │  ← 70% — Learning by doing
                    │   (On the job)  │     Deals, calls, shadowing
                    ├─────────────────┤
                    │     Social      │  ← 20% — Learning from others
                    │   (Coaching)    │     Mentors, peers, feedback
                    ├─────────────────┤
                    │     Formal      │  ← 10% — Structured training
                    │   (Training)    │     Courses, certifications
                    └─────────────────┘

Enablement Content Types

The Ramp Timeline

Week 1-2:    FOUNDATIONS
             ├── Company, product, market
             ├── Tools and systems
             └── Shadow experienced reps

Week 3-4:    SKILLS BUILDING
             ├── Methodology training
             ├── Product deep-dives
             └── Role-play practice

Week 5-8:    GUIDED PRACTICE
             ├── Assisted customer calls
             ├── Deal coaching
             └── First solo activities

Week 9-12:   INDEPENDENT PERFORMANCE
             ├── Full territory ownership
             ├── Performance to quota
             └── Certification completion

Seller Competency Framework

┌─────────────────────────────────────────────────────────────┐
│                    BUSINESS ACUMEN                          │
│         (Industry, market, financial understanding)         │
├─────────────────────────────────────────────────────────────┤
│           PRODUCT KNOWLEDGE        SALES SKILLS             │
│         (Features, use cases,    (Discovery, demo,          │
│          competition)             negotiation)              │
├─────────────────────────────────────────────────────────────┤
│                    TOOL PROFICIENCY                         │
│            (CRM, enablement platform, sales tools)          │
└─────────────────────────────────────────────────────────────┘

Program Overview

Anti-Patterns

• Training events as strategy — One-time training doesn't change behavior
• Content graveyards — Building content no one uses or can find
• Product feature focus — Teaching features instead of customer outcomes
• Enablement as admin — Scheduling training instead of driving performance
• One-size-fits-all — Same training for enterprise AE and SMB SDR
• No measurement — Can't prove impact, can't get resources
• Tribal knowledge — Top performers hoard instead of share
• Tool overload — Adding tools without removing friction