Marne Chen (Le Roux) shares what it's like to run Enablement in Africa

Marne Chen, Sales Enablement Lead for Africa at SAP, joined Regional Host Dave Nel to explore how she balances Enablement across more than 50 countries on the African continent.

To create a baseline of sales skills, with local competencies added to best support each market:

1️⃣SAP deploys Essentials Sales Learning globally through the four quarters of the year.  This training is mandatory for all sellers in the company.

The goal?  Upon completion of those modules, the sellers are able to speak to the strategy with one voice.

Regional and local leads are then responsible for ensuring their teams complete this training.

2️⃣Regionally, monthly meetings are held to discuss different aspects of enablement, from onboarding through leadership training.

3️⃣Locally, ever seller has a sales skills assessment test, which is combined with a manager-delivered assessment.  The results of this evaluation results in the creation of workshops and training to close the remaining skill set.

With this approach, every seller reaches a standard baseline plus a localized set of skills to maximize their value in the region.

There is so much value in this conversation.

Give a listen and remain curious.