What should you focus on when there's no playbook for enablement success? Industry expert Krati Seth shares the four priorities that will set you up to win.
What you'll learn
- In your first 90 days as a new sales enabler, it’s critical to focus on the right priorities: building your charter, mastering the product, driving quick wins, and aligning closely with revenue teams.
- One of the fastest ways to understand your company’s product positioning is to analyze 25–30 sales calls across different customer segments using AI-powered conversation intelligence.
- To demonstrate quick value to sales leadership, identify opportunities to improve content organization or streamline sales processes—look for changes you can implement within 3–5 weeks.
- And when it comes to aligning with revenue teams, start building relationships from day one through structured coffee chats and thoughtful stakeholder mapping.
We had an opportunity to sit down with Krati Seth, Global Head of Sales Enablement at Whatfix. In the first part of this blog series, Krati shares her advice on how to ramp up as a sales enabler in a new organization. Let's hear from Krati!
Joining a new organization is always challenging. As you learn more about the company, you're also looking to build out the enablement function, create partnerships with key stakeholders, and gain credibility with the sales team.
In your role as a Sales Enabler, you are expected to develop training materials, playbooks, and courses for onboarding new sales reps. In most cases, however, there is no enablement program to ramp up a new sales enabler. You must figure it out on your own without any clear blueprint or dedicated resources.
How to enable yourself as a sales enabler
So what does this look like in practice? Krati breaks down each priority with specific actions you can take starting day one.
During the first 90 days, you should create an enablement charter, build a deep understanding of your company's solutions, achieve quick wins, and align with your revenue teams. Here are four things you should do if you're a new enablement hire:
Priority #1 – Build an enablement charter
Does your organization already have an enablement charter? If not, create a sales enablement charter that outlines your mission, the key stakeholders you will work with, and the metrics on which your team will be measured.
Using the enablement charter, you can stay focused on your business goals, outline the funding and support required for sales enablement, and track key performance indicators to demonstrate impact.
"Your enablement charter becomes your north star," Krati explains. "It keeps you focused when competing priorities arise and helps stakeholders understand your role's value."
In your first two weeks, focus on documenting current sales metrics, identifying key stakeholders across sales and marketing, and drafting a mission statement that aligns with revenue goals. Consider using AI-powered analytics tools to baseline your current enablement effectiveness before setting new targets:
Weeks 1-2 Action Items :
- Document current sales enablement metrics and benchmark
- Identify primary stakeholders across sales, marketing, and leadership
- Draft mission statement aligned with revenue goals
- Schedule charter review meetings with key stakeholders
Priority #2 – Know your product/service offering
Understanding the value of the solutions your company provides is crucial. You should find out how reps are positioning your products and services. You should then investigate how your sellers learn about your products.
As a new enabler, you can ramp up by analyzing 25-30 sales calls across different customer segments in your conversational intelligence (CI) tool. Use your CI platform to generate AI-powered product battle cards that capture key insights from these recordings. Call recordings can help you:
- Learn how customers think about the problem
- Find out what specific objections salespeople face
- Track which competitors make it to the shortlist
- Identify how customers perceive the value of your solution
Listen to call recordings and critically evaluate the way your sellers demonstrate your product without the 'curse of knowledge.' You can then provide feedback that will help your sales reps improve their pitches.
It is important to know your products, but that is only half the battle. The key to closing deals is understanding your customer's perspective. You should be aware of:
- What are the use cases customers are looking to solve?
- How does the product meet the needs of our buyers?
- How will our customers use the product every day?
"Don't just learn features—understand the customer journey," Krati advises. "Your reps need to know not just what the product does, but why customers should care."
It's not just about the features and functionality in your product. You should identify the information your reps need to sell the product effectively. As an enabler, it is your responsibility to understand the product's capabilities and communicate these insights clearly to reps.
Start this deep dive by week 2 and aim to complete comprehensive product training by week 4. Interview your top-performing reps to understand their approach and document the most common customer objections you hear in call recordings.
Weeks 2-4 Action Items:
- Complete product demos with each product team
- Analyze 25-30 sales calls across different customer segments
- Document top 5 customer objections and response strategies
- Interview 3-5 top-performing sales reps about their approach
- Create competitive positioning summary
Priority #3 – Achieve quick wins
When I joined my current organization, I received a spreadsheet with links to over 80 pieces of content. Despite being regularly updated, the sheet was essentially a laundry list of sales collateral that was difficult to sort through.
For instance, the sheet provided links to 20 case studies. While the case studies were well written, it was not easy for reps to use in sales calls.
Here are some challenges that reps faced:
- How can I understand the talk track without having to read the entire case study?
- If I want to share a US-based manufacturing case study for a product, how can I do so without going through each case study?
Additionally, our sales messaging lacked consistency. Every time I reviewed a call recording, the deck shared by the rep was different either in content or in format.
Why did each rep use a different version of the deck created by our product marketing team?
"The fastest way to build credibility is to solve a pain point every sales rep feels daily," Krati notes. "Content organization is often the lowest-hanging fruit."
My first priority was to ensure reps used consistent messaging and had easy access to sales collateral. In order to simplify the process of finding content for our sales reps, we invested in a sales content management system. Our revenue teams no longer have to ask colleagues or search in different places to find sales collateral.
By week 3, you should have identified your quick win opportunity. Whether it's organizing content, standardizing presentations, or streamlining a process, aim to have your first improvement launched by week 5. Consider rolling out an AI-enabled role-play session using conversation intelligence copilot for real-time feedback on presentation delivery.
Weeks 3-5 Action Items:
- Audit existing sales content and identify organization gaps
- Implement content management system or organization process
- Create standardized presentation templates
- Launch first quick win improvement
- Train sales team on new content processes
Priority #4 – Partner with your revenue teams
You will need to understand and align with your sales teams across different locations. Here's what you'll need to discover:
- How do different teams (account executives, sales development, solution consulting, and customer success) operate?
- How do we position our solutions across different segments such as small and medium business, mid-enterprise, and enterprise?
- What are the distinctions between these customer segments in different geographies?
For instance, we've seen huge traction for customer experience tools in India. However, employee experience products are more popular in the US market. By centralizing and sharing these market insights, enablers can help sales reps position the right solutions for their customers.
"Revenue team alignment isn't just about process—it's about understanding how each role contributes to the customer journey," Krati explains.
Start building these relationships from day one. Schedule coffee chats with team leads in your first week, and use your early conversations to understand how each team operates and measures success. Consider implementing AI-powered coaching tools that can provide personalized guidance to different team roles based on their specific performance patterns.
Ongoing from Week 1 Action Items:
- Schedule coffee chats with all revenue team leads
- Map customer journey across different teams
- Document segment-specific positioning strategies
- Create cross-team communication protocols - Establish regular alignment meetings schedule
How GTM Buddy Accelerates This 90-Day Framework
While Krati's priorities remain the foundation of successful sales enablement, modern AI-powered platforms can dramatically accelerate your implementation:
- AI-Enhanced Product Knowledge (Priority 2): Instead of manually analyzing 25-30 calls, AI conversation intelligence can automatically extract insights, objection patterns, and winning talk tracks, reducing your analysis time from weeks to days.
- Automated Quick Wins (Priority 3): AI-powered content recommendations ensure reps always have the right materials for each prospect, while real-time conversation guidance during calls eliminates the need for perfect content organization upfront.
- Scalable Team Alignment (Priority 4): AI coaching platforms provide personalized learning paths for different roles and segments, ensuring consistent messaging without requiring constant manual intervention.
This combination of proven framework + AI acceleration helps new sales enablers achieve in 30 days what traditionally took 90 days.
Conclusion
As an enabler, it is your job to ramp up every new sales hire. You must equip your reps with the knowledge and acumen they need to gain confidence, build customer relationships, and close deals.
Building the right organizational context is crucial to training your own reps. You should invest your first 90 days as an enabler creating a charter, diving deep into your solutions, figuring out some easy wins, and establishing relationships. Building the right foundation will help you succeed and grow.
Ready to put this framework into action? Download our 90-day sales enablement checklist for a step-by-step implementation guide.
