The State of Sales Enablement
Effective Behavior Change with Lauren Brownstone | Interview
May 16, 2024
Lauren Brownstone, a seasoned enabler, discusses the difference between skills and competencies, the Kirkpatrick methodology for measuring enablement impact, and moving towards objective skill assessment. They also explore the challenges in the enablement community and how enablement can benefit the entire organization, not just sales.
25:47
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Quick takeaways
- Focusing on specific skills drives behavior change within competencies in enablement.
- Measuring behavior change and ROI in enablement involves aligning individual behaviors with organizational goals using methodologies like the Kirkpatrick model.
Deep dives
Skills vs. Competencies in Enablement
The discussion in the episode highlights the distinction between skills and competencies in enablement. Skills are specific abilities to perform tasks, while competencies are broader categories encompassing multiple skills. The importance lies in focusing on specific skills to drive behavior change effectively within the targeted competencies. By emphasizing skill-based training, individuals can address the measurable leading indicators that impact overall competency mastery.
