Here's

what's cool about this, no matter how great o a job you think you're doing to set your goals or tryo to anticipate different potential outcomes, some of the best ideas might just deliver results you didn't originally expect. Kile and the saleslab team set out to solve a discovery pain point for our reps and for our prospects. And what they ended up doing was not just improving conversion rates from one stage to another, but also impacting overall wind rates by expanding thenu of personas involved in a particular deal. So let's recap the four stages of kile's sales lab engine. One, ready the content. Two, build a proof of concept with a small group. Three, proof of repeat ability with a larger group. And four, prepare for team wide scale an adoption. We've spent a lot of time on this single example to illustrate the process. But now kile and the team, they have this thing, they have this sales lab that is working. So where does sale lab go from here, and how does it become an on going entity within our business? So

now i'm i'm doing a full time and so we're able to add some structure to this in a couple of ways. So the first thing is around lyke priorization. Everybody who ever asks for anything as it relates to behavior change in the field, what we call a navalment is captured now, ind like a master cu asically. And so some people submit to form. Sometimes i fel out forum. But we basically know everything that anybody has ever asked of us in one place. And we have this idea of qualification, which is, what's the change they're talking about? What is the impact of this change going to have on outcomes, you know, for our customers, for our people for our team, and is this validated or not? Rand so we qualify all i my request, and decide, ok, this is a great idea. But if this is brand new to us, if this is a new idea that we've never done adrift, and there's not evidence of this in the field right now, we put it to sales lab and run a sprint process on it, as i've just described in this conversation. If it is something at's more like there's a handful of senior reps that are doing this really, really well, but the majority of the team doesnt kow how to do this yet. Thet whole idea of tribal knowledge becoming organizational wisdom, that we don't need to put that in o sales lap, like we can just put that into what we call our sales readiness cue and line that up to just like, organize the content that has already been validated into a training course, content that can be found in a centralized place, and enablement that can have mtarly basically train all the team how to do best in class behavior that already exists in the field. So the question is, like, is this been validated? Is this working somewhere now, or is this like a net new idea, net new ideas, sales lab, validated somewhere, organize it, socialize it and make it best practice.