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Phase 1 – Listen & Learn
- Determine Business Priorities (e.g., new logo, shorter sales cycles, account expansion).
- Create competency maps for each role on the GTM teams.
- Interview stakeholders including GTM leaders, Marketing, Success, Product and GTM team members to determine challenges and priorities.
- Evaluate current state including Messaging, Sales Methodology, Sales Processes, training and enablement content, current systems and technology.
- Map current enablement to sales priority gaps.
Phase 2 – Design & Plan
- Finalize the Enablement Charter required to drive GTM Objectives including timelines, modalities, and success metrics.
- Create detailed project plan for each initiative including stakeholders, learning journeys, tools, content required, schedules, reinforcement mechanisms and communications plans.
- Standup KPI reporting, dashboards, and project progress measurements to track completion, adoption, readiness and business impact.
- Define Feedback mechanisms for stakeholders, leaders, and field team members.
Phase 3 – Deploy Enablement
- Publish and socialize the Enablement Charter to all stakeholder groups.
- Develop content and assets required for each project.
- Launch each Enablement project including required tools, training, supporting assets, leadership coaching support, and certification paths.
- Report progress and success metrics to each stakeholder group on the pre-defined cadence.
- Conduct post-deployment analysis for each project and adjust content, modality, and support as needed.
- Close the communication loop by reporting lessons-learned, final results, and next-steps.
