Revenue Operations and Enablement (part 3)

Welcome to episode 16 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.

We share insights from the recent revenue leaders dinner Louis co-hosted with Tim Ogle at Toggle Switch Consulting, to which Simon was kindly invited! The discussion during the evening focused on attracting, developing, and defending top sales talent, highlighting the balance between gut instinct and scientific assessment, particularly for first-time managers. The importance of onboarding and enablement was emphasised, with a debate on the optimal duration for onboarding new hires – up to 30 days in some situations! The conversation also covered strategies for developing and maximising the performance of top sales talent while simultaneously managing lower performers. A great evening with stimulating conversation! Thanks again to everyone who took part.

This week we finalising the conversation about revenue operations and enablement, focusing on enablement itself. Here’s the TL;DL (“ Too Long; Didn’t Listen)”) in case you don’t have time for the whole episode: Revops should scale insight, not just infrastructure. However, great revops doesn't just build dashboards, it builds trust.

Listen on as we explore the transformative power of enablement within revenue organisations. Far from being just training, enablement is a continuous, strategic discipline that begins before day one and extends throughout a seller’s tenure. We emphasise structured onboarding, cross-functional collaboration, and the importance of coaching over one-off training. There’s no shortage of compelling data demonstrating significant boosts in win rates and quota attainment, and we argue that enablement - when owned by GTM leadership and aligned with revops - can be a major growth lever. Ultimately, we conclude, enablement should be treated as a core business function, not a checkbox exercise.

Read more on this topic in the corresponding edition of Louis’ What's Broken in GTM and How to Fix It newsletter.

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