Episode focus
Training is a powerful lever — but it’s overused. This episode shows how to diagnose the real problem behind training requests and choose a faster, cheaper, or more durable intervention that actually changes seller behavior and results.
What we cover
The three questions to ask before you design a single slide or roleplay.
A decision tree: when to train vs coach vs change process vs create job aids vs run a spike experiment.
Real-world examples where a 15-minute manager coaching call beat a full workshop.
How to measure whether training is the right answer (leading indicators vs outcomes).
Quick templates: triage script for incoming requests, a one-page experiment plan, and an ROI checklist.
Who should listen
Sales enablement leads, sales ops, sales managers, L&D partners, and revenue leaders who want higher-impact interventions with less wasted effort.
Action steps (do these after listening)
Run the 3-question triage on the next training request and pick an alternative if any answer is “no.”
Try a 1-week spike (coach + job aid) before committing to a workshop.
Use the episode’s ROI checklist to decide whether to invest in full training.
Join Enablement Insiders to workshop your next request live: https://bit.ly/Join-EI
Resources & CTA
Join Enablement Insiders monthly calls — practice the decision tree with peers: https://bit.ly/Join-EI