Sales Enablement—Teach Reps Through Feedback with Thomas Cheriyan

This episode of the Live Better Seller Better Podcast features Thomas Cheriyan, Senior Director of Learning and Development at OwnBackup. Boot camps are an excellent opportunity to teach your sales process but also involve every level in the organization to create the culture you want.

Thomas shares how their Boot Camp utilizes not just role-playing but also contributions from the C-suite and even their actual customers. He also talks about feedback, how providing it constructively is the effective way to perform sales enablement, and the need to understand how buyers buy to sell effectively.

HIGHLIGHTS

• Take lessons from the best sales reps and teach other reps
• Boot Camp trains on product, but it also develops culture
• Teach through feedback loops and bring in the customer's voice
• Tools don't solve problems, they amplify effective strategies
• The "Oh Shit Moment" in the buyer's journey

QUOTES

Thomas: "Sales enablement, the way I've defined it with my team and here within OwnBackup, it's a philosophy. So what are not only the skills you need but what is the process, the technology, the tools, essentially the entire ecosystem or environment so that you're truly being set up for success?"

Thomas: "This is just how people grow, you grow through feedback. It's not necessarily about me teaching you something. It's about me giving you the feedback based on how well you've actually understood it and mastered it."

Thomas: "That's why it's so much more important to scale with the resources you do have and to get executive buy-in and to build those champions or alliances with other key leaders and reps and managers across the org because that's how you build an impactful program."

Thomas: "I think the best reps are able to create that empathy between the buyer and the seller. And look, from that perspective, as a buyer then, I don't want to haggle as much or haggling is not the issue here, I actually just want to buy it because you're helping me to solve a problem. And that's the issue."

You can find out more about Thomas in the links below:

• LinkedIn: https://www.linkedin.com/in/tkcheriyan/
• Website: https://www.ownbackup.com/