Ep. 66 - Jerry Pharr - Measuring Enablement Impact That Has Credibility

Revenue Enablement Society - Stories From The Trenches

Why do sales leaders undervalue their enablement teams? With all the conversations and opinions about how to measure and demonstrate business impact are Enablement teams actually gaining credibility? Jerry Farr, founder of Sales Excellence Advisors, joined me recently and shared his unique insights on why sales leaders might still be undervaluing their enablement teams and how Enablement leaders and teams can flip that perception.

• How do sales leaders really perceive the value of Enablement?
• Do Sales leaders hesitate to include the Enablement team in C-level meetings?
• How credible are typical attempts to measure Enablement impact?
• Is there a way to measure impact that actually resonates with executives.

Jerry Pharr is a veteran sales enablement & operations leader at high-growth, tech companies. At varied companies like Outreach and Redis, he's architected and implemented a unique approach called Behavior-Centered Enablement, which is a systems-driven blueprint for delivering sales excellence at scale. He now coaches other enablement and operations orgs to improve sales performance by incorporating this framework. Jerry is one of the original founders of the Revenue Enablement Society, and is an advisor to multiple tech startups on their GTM and revenue operations strategies.
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1. Ep. 66 - Jerry Pharr - Measuring Enablement Impact That Has Credibility (00:00:00)

2. The Value of Enablement (00:00:01)

3. The Value of Conversation Intelligence (00:15:59)

4. Behavior Change's Impact on Sales Measurement (00:19:40)

5. Behavior Change and Manager Accountability (00:23:33)