RevOps Lab #25 How Sales Enablement impacts Revenue Operations - Stephanie Middaugh, Head of Global GTM Enablement at Pinecone
Apr 16, 2024
Stephanie Middaugh, Head of Global GTM Enablement at Pinecone, shares insights from her journey in sales enablement and operations across startups and large SaaS companies. She emphasizes the vital link between sales enablement and revenue operations, detailing practical strategies for effective GTM team onboarding. Stephanie also discusses common onboarding mistakes, crucial enablement KPIs, and the importance of aligning enablement initiatives with RevOps to boost sales productivity and confidence.
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Career Path From Ops To Startup Enablement
- Stephanie moved through deal desk and sales ops into enablement, enjoying small startup environments most.
- She found startup enablement scrappy, fast-paced, and where she makes the biggest impact.
Enablement Is Company-Specific
- Sales enablement comprises all activities that help reps understand product, processes, and value proposition to improve customer interactions.
- Stephanie advises defining enablement per company because scale and approach differ widely between startups and large firms.
Structure Onboarding With 30/60/90 Goals
- Design onboarding by mapping what hires must know in the first 30, 60, 90 days and work backwards when building curriculum.
- Iterate each bootcamp using hire feedback and add role-specific depth over time.