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Empower your team. Elevate your strategy. Win with Sales Enablement.
ELB Learning’s Sales Transformation and Enablement (ST&E) practice is designed to help B2B organizations accelerate revenue by aligning people, process, and performance.
Empower your team. Elevate your strategy. Win with Sales Enablement.
Struggling with shifting go-to-market (GTM) priorities, rep churn, or leadership pressure to perform?
Bring structure, speed, and clarity to your sales enablement.
ELB Learning’s Sales Transformation and Enablement (ST&E) practice is designed to help B2B organizations accelerate revenue by aligning people, process, and performance.
Built for Fortune 1000 clients, our practice integrates talent, technology, and behavioral science to support scalable, buyer-aligned GTM execution.
This model is scalable, industry-agnostic, and easily tailored to the complex selling motions of enterprise organizations.
Strategic Objectives
Accelerate quota attainment and increase seller retention through sales talent optimization:
- Accelerate net annual recurring revenue (ARR) by optimizing revenue growth and revenue leakage through customer retention and experience.
- Reduce client friction, increase seller retention, and maximize brand loyalty through alignment of sales process, buying journey, and territory coverage models.
- Deliver measurable performance gains through holistic, data-informed design elements.
Why It Matters Now
Many organizations are navigating shifts in buyer behavior, economic pressure, and sales complexity.
- Traditional sales enablement is not enough. ST&E is designed to diagnose, design, and activate systemic change, with the rigor and outcomes of a modern revenue operations and enablement engine.
- As commercial sales enablement leaders, we help the chief revenue officer (CRO) sustain high performance, build board confidence, and drive predictable growth. We understand the key risks CROs face—and how sales enablement can directly mitigate them.
Our Core Capabilities
Talent Optimization (Sales)
Benchmark high performers, target predictive competencies, and identify behaviors that correlate with quota attainment through cognitive and behavioral profiling.
Talent Optimization (Success)
Target predictive competencies and identify behaviors that correlate with customer health and retention through cognitive and behavioral profiling; optimize pre-post handoffs and customer questioning techniques.
Org Design
Design high-performance teams, grounded in optimized roles, with data-based sales math formulations tied to realistic, achievable growth targets.
Buyer Journey Mapping
Identify buyer experience, including designated gates to minimize premature solutioning or misguided buying intent and maximize value achieved in the post-sale.
Sales Process Design
Align funnel stages with real-world buying behavior.
Segmentation & Ideal Customer Profile (ICP) Design
Align buyer profiles to horizontal and vertical account segments based on ideal customer psychometrics.
Territory Optimization
Improve rep coverage, balance load, and maximize total addressable market to achieve growth targets.
Value Messaging
Build narratives that resonate at every stage of the buyer journey based on the cost of inaction and optimized customer success outcomes.
Playbook Development
Equip field teams with practical, on-brand GTM tools for each value message, adapted to the client’s sales methodologies.
Complex Deal Strategy Execution
Design actionable key deal review processes tied to best practice methodologies to drive dominant action plans hosted by common sales tools.
Outbound Excellence for Pipeline Acceleration
Design highly effective outbound strategies, activities, and goals that drive reps to fill pipeline to levels needed for quota achievement targets.
Sales Compensation
Drive behavior through aligned incentive models tied to sales math formulas and appropriate bonus plans that drive behaviors tied to results.
Sales Coaching
Deliver development through data-driven, framework-based plans at multiple levels in the sales organization to optimize behaviors that drive results.
Sales Technology Stack Optimization
Evaluate sales technologies for best-of-breed options, incorporating AI where appropriate, and enablement for field teams to excel in tool stack utility.
Top CRO Risk Areas & Commercial Enablement Responses
Launch competency-based coaching tied to actionable activity and land and expand strategies.
Align process, messaging, tools, and territory models to buyer behavior to optimize customer experience (CX).
Build executive dashboards and defendable revenue KPIs.
Launch competency-based coaching, backed by psychometric data.
Deliver role-specific playbooks and scalable training interventions tied to seller activity and behavior.
Provide conversion insights, accurate forecasting, pipeline health, and quota-setting sales math diagnostics.
Sales Transformation & Enablement (ST&E)
Accelerate revenue by aligning people, process, and performance across the go-to-market engine. Built for enterprise complexity, our scalable approach combines behavioral science, technology, and talent optimization to improve seller productivity, retention, and customer experience. We empower sales leaders with data-informed strategies, buyer-aligned execution, and enablement that goes beyond support—driving measurable performance and growth.
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