This course contains the use of artificial intelligence.

Your best rep knows something your other eleven do not. Right now that knowledge is stored in one head and is free to walk out of the building. Here are 475 tools to build the function and not just a workshop: 306 ready-to-use procedures, question lists, templates and checklists, 122 models and methods, 42 services and apps shown on screen and 5 working files.

Open a lecture, take the tool, interview one top performer this week.

Training that changes nothing

You booked the workshop. Everyone said it was useful. Three weeks later the calls sound the same as before, because nothing was designed from a result and nothing was reinforced afterwards. Your new hire is in month seven and still below quota, and nobody can say whether that is normal, because ramp time was never measured. The playbook exists: it is a slide deck in a shared folder that four people have opened. And when your top performer resigned last year, the method left with them.

What changes after this course

The knowledge of your best reps is written down and sits where the others work. New hires go through a planned first 90 days, and you know how long the ramp takes. Training starts from the result and is reinforced after the room. The enablement budget has a case behind it. And performance is reviewed by rules that end in a clear decision.

What is inside: 475 tools, counted lecture by lecture

You do not have to take this number on trust. Open any lecture and read its description: every tool inside is listed there by name.

• 46 downloadable resources: the lecture presentations plus 5 standalone working files (a sales enablement field support card, a mystery shopper report, a questionnaire, a sample of service standards and a career drivers file)
• 306 ready-to-use tools inside the presentations:
• 84 step-by-step procedures and workflows: value proposition development, five-touch sales outreach sequence, sales presentation, LAER objection handling
• 82 question lists and scripts: SPIN selling, BANT qualification, buyer persona discovery, sales objection responses
• 55 templates and sample documents: value proposition, FAB selling, sales storytelling, best practice documentation
• 51 checklists: LinkedIn profile, knowledge base review, successful onboarding, performance support quality
• 25 scorecards, rubrics and matrices: RACI responsibility matrix, performance support selection, training audience pains and gains, competency rating scale
• 4 formulas and metric sets: sales performance metrics, knowledge management effectiveness metrics, onboarding metrics
• 3 other working tools: two-minute rule, training suitability diagnostic
• 2 ready AI prompts: personality-based sales coaching, research search query
• 122 models and methods explained with examples: AIDA model, MEDDIC qualification, consultative selling, Kolb's experiential learning cycle
• 42 services and apps shown on screen, from a quick look to a detailed demo: Notion, Confluence, Microsoft Loop, Docebo, TalentLMS, Axonify, PeopleForce, Trello, Asana and others

Where the tools are

• Start here (1 tool). The field support card: sort your sellers before you train them.
• Selling fundamentals and productivity (2 sections, 85 tools). AIDA, SPIN, buyer psychology, prospecting, negotiation, productivity and metrics.
• Knowledge management and the playbook (2 sections, 69 tools). Capturing expertise, sharing it, building the playbook and measuring adoption.
• Training design and facilitation (2 sections, 65 tools). Learning cycles, delivery, group dynamics, resistance and webinars.
• Sales onboarding (2 sections, 55 tools). Audit, preboarding, ramp time and the first 30, 60 and 90 days.
• Building the enablement function (4 sections, 163 tools). Strategy, budget, trainers, instructional design, coaching, talent, competency models, providers and platforms.
• Performance management (3 sections, 71 tools). OKRs, check-ins, reviews, KPIs and decisions on pay, promotion and improvement plans.

Who is teaching

I am Mike, the #1 HR instructor on Udemy, with 1,800,000+ course enrollments from 170,000 students, and the author of about 200 books on Amazon. I built the people system at Preply as it became a unicorn and worked at Wargaming, iDeals and Alfa-Bank across 20 years in HR. I hold PHRi, SHRM-CP and HCI sHRBP certifications and represent HRCI in Eastern Europe. I am also a founder and lead the strategy of my own academy.

I come to enablement from the side of learning and people, and that is the angle of this course. At Wargaming I organised training for managers, and one of them was very sceptical. I asked why. He said he had once been pulled into a training for managers where they folded paper doves, like origami, and he understood he did not need that. The trainer had wanted to warm the group up and chose exercises that advanced business managers simply did not accept. At iDeals I made teaching others part of the leaders' development programme. One of them, the head of front-end, was preparing for a conference and said he had not expected that preparing a talk would make him understand so deeply a subject he already worked with.

How to use the course

Start with the first lecture and its field support card. If your problem is new hires, go to the onboarding sections. If it is the knowledge of your best people, go to knowledge management and the playbook. Section and lecture titles show how many tools are inside, and each lecture description lists them by name.

What is included

• 44 lectures across 16 sections, 21 hours
• 46 downloadable resources: lecture presentations and 5 working files
• 475 tools across the lessons, including 42 services and apps shown on screen
• Lifetime access to all materials
• Active instructor support in the Q&A section
• A Udemy Certificate of Completion

Where to start

Name your best rep. Open the lecture on capturing sales knowledge, take the expert interview and book an hour with that person this week. Write down three things they do that the others do not. That is the first page of your playbook. Enrol now and start your first lesson today.