2024 EMEA Sales Enablement Roadmap

2024 EMEA Sales Enablement Roadmap

The 2024 Enablement Roadmap is created based on 6 main focuses the sales leadership team has identified as the following;

🛠️ Improvements Made

🔍 Current

🏗️ Upcoming

• Mini Demo Assignment [replaces the webinar]
• Live session covers CRM and Dev
• workcanvas lesson/demo

• ‘Handling Renewals’ for AMs

• Shortened iSDR onboarding [3 wks]

• Enhanced Outbound onboarding*

Consists of live sessions, group assignments, Lessonly path and 1:1 peer support. Lessonly Paths are segmented into roles.

• Practical admin exercise
• Value Selling practice sessions

• Product & deeper vertical onboarding focus*

• Scale AMs improvements

• Selling with AI

General Onboarding

Continued education program for new/transitioned AEs & AMs months 2-5 consists of; Playbooks; Lessonly path; Live sessions and workshops; Mock demo; 1:1 coaching; Weekly office hour

• Dedicated sessions for Scale AMs on account prioritization, renewals and maximizing ARR
• Live group admin account work w/ SFDC & Dealhub

• Products, add-ons and services
• Churn Prevention & Forecasting

• Advanced negotiation

Continued Education

Consists of lives sessions, Lessonly Path, Manager playbook & Manager resource Highspot pageSupport from Enablement can be given before the promotion announcement in order to help prep internal lead

• Live sessions with Enablement
• Mentors for internal promotions

• Best practices for working with Partners

• Align with L&D manager sessions

Manager Onboarding [inc. internal mobility]

• Mentor checklist board
• Lessonly path for net new managers & internal promotions

• SalesLoft webinar for Team Leads

Next

xDR Continued Education Path

Month 2-3Product Knowledge

Month 4 Use Case Universe

Month 1Onboarding

Month 6BDR Demo Certification

Month 8-9Varsity Training

Outbound Objection Handling Series

Month 14xDR Demo Certification

Month 19Industry Training

Month 22-24PBA

Month 17Value Prop Workshop

Weekly

Call Assurance by Enablement

Monthly

Gong Reviews w/ Sr. Reps

2024 EMEA Sales Enablement Roadmap

The 2024 Enablement Roadmap is created based on 6 main focuses the sales leadership team has identified as the following;

🛠️ Improvements Made

🏗️ Upcoming

🔍 Current

• Built dedicated CRM rep training
• One Pager; Highspot updates

• CRM focuses on Competitors and pricing session

• Buddy Board contains CRM-focused calls

CRM lessonly path Mock Discovery Scenarios Highspot Sales Play

• Global CRM Bootcamp [January]
• CRM competitive taskforce

• CRM Certification

• Multi-product pitch in Onboarding

CRM, Dev & Add-ons

• Value Selling
• Vertical focuses on 2024 OKR4 [Retail, Media, Manufacturing]

• Lean into HS for Buyer Personas

• Work with Yossi Z. [GTM], PPMs and SMEs

Dedicated onboarding for Outbound AE, Outbound SDRs and BDRs; with only outbound-specific content & practiceOutbound Lessonly path for traditional inbound reps who need outbound guidance

• Enhanced onboarding for OB AEs
• POC sessions run by Senior Reps

• Updated prospecting & outbound discovery

• Created an Outbound Demo & Closing Lessonly

Outbound & Verticals

• Live training for ENT/MM Reps
• Updated Lessonly to include all offerings

• Launched the Managed Services Pilot

• CS/IC Training to help find opps

• S&P process implementation

• Targeted enablement for SMB/Scale
• Pitching practice

• Continued reinforcement of the S&P Process (how to request services)

Lessonly path Live session with Guy Hirsch Resource: HighSpot Page

Services

Got an idea?

Question and/or concern?

Please reach out to;

• Tali Shahar - AE & AM [EMEA]

Got an idea?

Question and/or concern

Please reach out to;

• Gabby Murtagh [EMEA].

Got an idea?

Question and/or Concern

Please reach out to the appropriate Continued Education owner;

• Tali Shahar - AE & AM [EMEA]
• Ora Lotan - xDR [EMEA]

Got an idea?

Questions and/or concerns

Please reach out to;

• Ora Lotan [EMEA]

Got an idea?

Question and/or concern

Please reach out to the appropriate owner;

• Gabby Murtagh - CRM
• Tali Shahar - Dev
• Claire Decobecq - Add-ons

Got an idea?

Question and/or Concern

Please reach out to the appropriate General Onboading owner;

• Claire Decobecq - AE & AM [TLV]
• Gabby Murtugh - AE & AM [UK], SE [EMEA]
• Ora Lotan - xDRs & Outbound Onboarding [EMEA]