This YouTube interview excerpt (Kevin 'KD' Dorsey with Krysten Conner) argues that sales enablement should teach reps industry context as well as product knowledge. Without industry knowledge, reps will sound like end users, be delegated away from decision-makers, and fail to access leadership—so enablement should prepare reps to speak like leaders.
They don't know what's happening in the industry. Like this person who has 30 years of industry knowledge. Like, equip them to be in that room. Equip them for that. And if all you're doing is training them on product knowledge, don't be surprised when that's what they talk about. And don't be surprised if that leader never takes a meeting with them again. You get delegated to who you sound like. And if you sound like an end user, you will only speak to end users.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
