This article comes from Sr. Director of Sales & Field Enablement at Zixi, Eric Mingorance’s talk, ‘Begin with the end in mind’, at our 2023 New York Sales Enablement Summit.

Check out the full event replay in the membership dashboard.

We often think of a journey as one step at a time, or progress as linear, but I want to rework this with a radical but effective concept: beginning with the end in mind.

As a sales enablement leader with a passion for improvement and a penchant for problem-solving, I'm always looking for ways to shake things up and create more impactful strategies.

The question is:

How do we go beyond simply 'delivering' training to actually ensuring it aligns with our business outcomes?

I’d like to share my thoughts on this very topic, distilling some of my key insights to help you flip your approach to sales enablement on its head.

We'll base our discussion in the Kirkpatrick model and explore how we can effectively reorient our strategies to focus on results.

From setting clear, tangible goals to ensuring alignment across all teams, and implementing a robust, continuous feedback loop, we'll explore all the crucial steps that you can implement in your organization to drive real results.

So, without further ado, let's kickstart our journey of 'beginning at the end.' 🛣️

  • Reinforcement: Our halftime pep talk
  • Flipping the Kirkpatrick model
  • Changing behaviors
  • Final thoughts