Sales Strategy & Enablement by Revenue.io

1072: Everboarding: Enabling Sellers for the Long Term, with Garrett Rafols

Apr 4, 2023

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Garrett Rafols is the Senior Director for the Center of Excellence at Gympass. Enablement is an ongoing process, from onboarding new salespeople to everboarding existing members to keep them relevant and up-to-date. Andy and Garrett discuss the urgency with which companies deploy new sales teams and the need to balance this with treating salespeople as long-term investments too. When companies have this self-awareness, they have an openness to innovation that reinforces a growth rather than a fixed mindset.

HIGHLIGHTS

Sales training today and Garrett's shift to enablement
Everboarding for first-year salespeople
Teach a growth mindset: Innovation necessitates some failure
Coaching to ensure productivity while also preventing burnout

QUOTES

Garrett: "We want them to have more of a growth mindset than a fixed mindset. And when we go through discovery, we want to approach every conversation with genuine curiosity. That's what the most innovative companies do. They're curious. They try things out. They approach things not just with curiosity but also humility knowing that they won't have the answers."

Garrett: "At the base level, just being self-aware as a company is the very first step to understanding whether or not it becomes more of an investment in sales enablement, maybe in-sales training, maybe in-sales leadership so that managers have more of a handle on how to be there for their people in ways that go beyond just being a boss but being a leader."

Find out more about Garrett in the link below:

● LinkedIn: https://www.linkedin.com/in/garrettrafols/