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Ep. 47 - Sunil Chhabra - Enablement, What's In It For Sellers?
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Enablement - what's in it for your sellers? No, seriously. Can you measure and quantify the benefits or impact of your Enablement programs and activities? If not, how do you know whether you're meeting the needs of the Sales, SDR, or CSM teams your team supports? For Sunil Chhabra, Vice President, Global Enablement at Conga, having these critical benchmarks and measurements in place is non-negotiable. In this episode, he talks about:
- Providing guard rails
- Identifying the right metrics and KPIs
- Short-term vs. long-term KPIs
- Generating buy-in from Sales leaders
Sunil Chhabra is the Vice President of Global Enablement at Conga. He's transitioned from Engineering to Sales (and Sales Engineering) Enablement during his career with companies like Cisco, Oracle, and Salesforce while leading teams in Product Management and Marketing for close to 20 years along the way. Sunil's interests lie in bridging technology products to customer needs and pain points - and, therefore, his passion for the Enablement function. He enjoys setting up systems that help sellers become more effective - faster—and demonstrating the measurable impact that the Enablement function can have on an organization's sales.
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