Sales Enablement Collective

Every enablement leader has heard THIS 👇

“But what's the ROI?“



Enablement can fill like an uphill battle.

SO...

How should you structure your team?

In order to prove + maximize ROI?



We asked Chris Grebowiec & Alex Walton.

Here's their POV + strategies 👇



🧵 Enablement is under resourced for 4 main reasons

1. It's hard to show ROI

2. Impact is often dispersed across multiple people and multiple teams

3. It's hard to isolate variables (like sales training, or sales tools) and say they’re responsible for sales’ success

4. We're often considered a support or administrative resource

But there are ways to structure your enablement team itself, from the very beginning, that make winning investment easy.



👀 They see THIS shift happening:

📈 NEW DATA

New data from 200+ enablement teams shows 27% now report to RevOps, with the most successful teams using a lean, product-style structure that's delivering measurable ROI.


So. What should you focus on?

Here's their stack ranking:


1️⃣ Enablement Program Manager (The Strategic Core)
- Owns specific KPIs (Time to Ramp, Quota Attainment)
- Builds 30-60-90 day training roadmaps
- Creates adoption metrics for each program
- Partners with sales leaders on quarterly objectives
- Runs bi-weekly impact reviews with stakeholders
- Documents ROI cases for resource requests


2️⃣ Learning Experience & Instructional Design (The Builder)
- Creates modular training content (15-min max chunks)
- Runs monthly user testing with top performers
- Maintains completion rate dashboards
- A/B tests delivery methods
- Sets up automated certification paths
- Tracks engagement scores per asset


3️⃣ People Analytics (The Proof Engine)
- Links content adoption to deal outcomes
- Monitors leading indicators (pitch scores, demo rates)
- Creates cohort analysis of program impact
- Builds automated ROI tracking dashboards
- Identifies skill gaps through performance data
- Reports monthly on key metrics to leadership


4️⃣ Field Enablement (The Field Partner)
- Updates battle cards within 24hrs of competitor moves
- Maintains win/loss analysis database
- Creates weekly field intelligence briefs
- Records top performer pitch examples
- Runs monthly best practices interviews
- Manages just-in-time content library


The Data That Matters 🔍
- Teams with this structure see 32% higher content adoption
- 48% of teams reporting to CROs achieve target ROI goals
- Lean teams (4-5 people) using this model reduce ramp time by avg. 2 weeks
- Cost savings range from $800K to $1.6M in year one


This structure works because every role directly ties to measurable business outcomes. So your enablement delivers clear, measurable value.



--


👋 P.S. What metrics do you track to prove ROI?

Let us know below!

Your best skill to enable?

Focused deep work.


Try this quick tip across your GTM team:


1️⃣ Teach the art of calendar blocking
→ Carve out chunks of uninterrupted time every day
→ Teach your team to guard these blocks


2️⃣ Implement the 'Green Money' system
Color code revenue-generating activities in green

Think:
→ Pipeline building
→ Deal management
→ Follow-ups

Everything else?

Different colors, lower priority.


3️⃣ Weekly 'Green Audit'
→ Challenge team to increase their 'green time'
→ Track % of week spent on actual selling
→ Identify and eliminate non-selling time


📌 Why this works:
→ Visual wake-up call (How much green do you see?)
→ Focuses team on high-impact tasks
→ Reduces time lost to non-critical functions


CRM updates and internal comms are necessary.

But they don't directly drive revenue.

Focus on your $$$ activities.


h/t Alex Alleyne

--


👋 P.S. Do you color code your calendar?