Enablement & The Flywheel

Enablement & The Flywheel

The flywheel is the future. We've seen what happy customers can do as advocates for a business, and happy customers come from strong business alignment. If your scaling org is floundering on the alignment front, the answer to your problems is...sales enablement. 

Enablement is the unsung hero, the miracle worker, the key stakeholder in the flywheel. The organizational agility and continuous improvement required to get your flywheel in full rotation come from the vision and execution of your enablement leaders. We sat down with Bob Bristol, Beverlie Heyman, and Melissa Stewart, who gave us the inside scoop on how to fuel your flywheel. 

Discussion topics

  • Enablement and dynamic improvement, feedback loops, and communication 

  • Developing backlog items, rollout, and integration across the organization that fuel the flywheel

  • The impediments and barriers that prevent your flywheel from flying

  • How to address rapid transitions, scaling, and org changes through enablementWhen & how the handoff should take place


Key TAkeaways

  • Assessing how enablement functions in the flywheel: What can you be doing to attract customers? What about after they express interest or once they’re in the buying cycle? And lastly, how do you continue to delight them throughout their entire journey, so that they're more likely to renew and to refer?

  • Removing organizational friction is a mindset: If you want to build a great company, your customer experience has to be lighter than your competitors and be 10 times better than theirs. Think about the buyer experience and where they might experience friction.

  • Everybody plays a role in the flywheel: You want to make sure we have a pulse on those metrics, and we can quickly identify when that flywheel is losing momentum. That's the role of the sales enablement team: taking the information, and ensuring that it's digestible and actionable. So, each time you do this and each time you roll something out like that it becomes crisper for the team.

  • How the flywheel impacts enablement prioritization: Evaluate the impact of what's on the backlog and how it would impact the attraction, engagement, and delight of your customers.

  • What prevents the flywheel from being successful: There are many! Like operational (selling skills, comp plans) or HR (hiring new folks for skills related to the flywheel), and corporate vision. Also, adopting a change/growth mindset (being willing to pivot) and aligning yourself with the customer’s journey.

    A huge thank you to Brainshark for sponsoring this session.