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Wednesday, April 17, 2024

Enablement Extracted – Coachability is the new Scalability

Welcome to part 3 of the enablement extracted series, featuring Dannii Mathers, Global Revenue Enablement Manager at JobAdder.

In this episode, Ben & Dannii are diving into the intricate balance of leveraging AI tools, enhancing sales performance, and the irreplaceable value of human touch in sales coaching.

This is a crucial discussion revolving around motivating sales personnel by encouraging continuous improvement across the board, from average to top performers. It also tackles the challenge of overcoming resistance towards AI adoption, presenting it not as a monitoring tool but as an avenue for personal and professional development.

While AI’s role in providing analytical insights is acknowledged, they discuss the indispensable role of human coaching in overcoming personal barriers and fostering meaningful behavioural changes. The conversation shifts to the importance of maintaining authenticity in sales pitches, suggesting that imperfections can indeed enhance customer connections by making interactions more genuine.

Dannii humorously ranks the traditional three pillars of enablement – sales, operations, and marketing – based on personal preference, highlighting the dynamic nature of these relationships.

Key Areas of Discussions:

  • Embracing AI with a Human Touch: The discussion highlights the dual importance of AI in analytics and human coaching in addressing personal challenges, advocating for a balanced approach to sales enablement.
  • Continuous Improvement and Authenticity: There’s a strong emphasis on motivating sales teams towards constant growth while maintaining authenticity in customer interactions, recognizing the value in genuine connections.
  • The Power of Feedback and Peer Learning: The importance of seeking diverse feedback and the irreplaceable value of in-person coaching and peer learning are underscored, pointing towards holistic personal and professional development.

About Ben Purton:

Ben Purton is the Senior Director of International Enablement at RingCentral, Ben has led a best-in-class team that supports the growth and success of our global sales force.

With over 10 years of experience in sales enablement, training, and consulting, he has a proven track record of delivering impactful and measurable results for his clients and partners.

About Dannii Mathers:

Dannii Mathers is currently the Global Revenue Enablement Manager at JobAdder.

Coaching and developing individuals is at the heart of Dannii Mathers’s values. Having spent over 20 years in the sales profession, Dannii has experienced the highs and lows inherent in this domain.

As a qualified Executive Coach & Mentor, Dannii observes how engaging people to achieve exceptional outcomes is a derivative of outstanding leadership.

Understanding skills deficits, how and where to improve, and why improvement is necessary can not always be mapped out alone. A bit of intervention and guidance can elevate sales performance levels far beyond limiting beliefs.

Dannii provides workshops to help close the gaps in your processes, people, and sales strategies.

The vision is to help technology companies build equality and humanistic leadership teams. Poor bosses are a relic of the past; humanistic, empathetic leaders are the future.

Ben Purton – Senior Director of International Enablement at RingCentral
Dannii Mathers – Global Revenue Enablement Manager at JobAdder


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