Enablement Metrics with Kieran Smith | Interview

The State of Sales Enablement

In this episode of The State of Sales Enablement, Jonathan Kvarfordt (Coach K) welcomes Kieran Smith, Senior Director of Enablement at TechnologyAdvice. With years of experience transitioning from sales leadership to a data-driven enablement leader, Kieran dives into the strategies that transformed his organization’s enablement approach. From streamlining SDR onboarding to launching high-impact product enablement programs, Kieran shares the insights and frameworks that every enabler can use to drive measurable outcomes.

Here’s what Jonathan and Kieran discussed:

• Transitioning from sales leadership to enablement: How Kieran made the intentional pivot to enablement, bringing a data-driven mindset and hands-on approach to the role.
• Transforming SDR onboarding: The step-by-step overhaul that reduced ramp time by 63.75% and time-to-first-meeting by 80%, focusing on intentional training and skill-building.
• Launching a successful product enablement program: Kieran’s framework for implementing a program that increased relevant conversations by 473% and drove nearly $1M in product revenue within a quarter.
• Data analytics in enablement: Why data ownership is critical for identifying problems, setting realistic goals, and earning leadership buy-in.
• The Enablement Effectiveness Equation: Kieran’s innovative framework for measuring program impact through teaching, training, coaching, and metric improvements.
• Overcoming organizational challenges: Tips for gaining credibility, aligning with strategic business goals, and navigating resistance from stakeholders.
• Advice for enablement professionals: Where to start if you’re new to enablement or looking to optimize your impact, with a focus on curiosity, collaboration, and metrics.

Tune in to hear Kieran’s proven strategies for turning enablement into a high-impact, data-driven function that drives measurable business results.

Connect with Kieran Smith:

LinkedIn: https://www.linkedin.com/in/kieransmithvp/

Connect with Jonathan Kvarfordt (Coach K):

LinkedIn: https://www.linkedin.com/in/jmkmba/

Mentioned in this episode:

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