How to Operationalize AI in Sales Enablement

Companies invest heavily in sales readiness, and traditional training methods fail to meet the expectations of modern professionals. Long online courses slow down the ramp time for new hires and delay their ability to secure commission. This gap proves that outdated onboarding is a significant threat to maximizing sales investments and retaining top talent. 

Ray Makela and Revenue Insiders Co-founder Kelly Lewis state that a failure to implement modern learning formats causes organizations to fall behind in a competitive landscape. 

The duo details the shift toward nudge enablement and bite-sized learning formats. They outline the necessity of AI role-play for frontline managers and the process for maintaining deep human connections during training.

Key Insights:

• The onboarding evolution: A shift to modern tools is necessary because new hires expect interactive learning and faster paths to the field
• Nudge enablement: Enablement teams deliver bite-sized training directly into the daily workflow using messaging platforms to keep sellers updated
• Managerial coaching: AI role-play gives frontline leaders a dedicated space to practice difficult performance conversations and refine their critical thinking skills
• Personalized learning: AI allows organizations to cohort sellers by skill level and provide highly relevant materials tailored to individual needs
• The human connection: AI handles basic knowledge transfer, and this allows leaders to dedicate in-person meetings entirely to relationship building and emotional intelligence

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