Sales Enablement Society - Stories From The Trenches

Ep. 32 Pt. 1 - Kristen McCrae McMullan - Accelerating Revenue Enablement Impact

June 02, 2022 Host Paul Butterfield/Guest Kristen McCrae McMullan Episode 32
Sales Enablement Society - Stories From The Trenches
Ep. 32 Pt. 1 - Kristen McCrae McMullan - Accelerating Revenue Enablement Impact
Show Notes

How are you measuring the revenue impact of your Enablement initiatives? How quickly are you accelerating the time to revenue impact? What about identifying when a change in the approach is needed? Kristen McCrae McMullan of Amazon Web Services has tackled these challenges successfully and come up with innovative solutions that she shared with me in this 2 part series. In Part 1 you’ll gain insights into:

  • How to successfully transition from being reactive to strategic
  • Quantifying your impact in a credible way
  • Identifying and isolating the right micro KPIs to correlate activity to revenue
  • Using a change management strategy that meets leaders where they are
  • Learning from neutral and negative change

Kristen is currently a Global Sales Enablement Leader at Amazon Web Services [AWS], leading a team of sales enablement and readiness professionals to support the ProServe sales teams. With 11 years of sales and enablement experience, Kristen is passionate about being a woman in tech leadership and serves on the global Board of Directors for WiSE. Kristen received her undergraduate degree in journalism from Emory University, and continuing education certificates from The University of California, Berkeley, and Harvard Business School. For speaking or article requests, please reach out to Kristen on LinkedIn.