Enablement Led Competence Systems
by Mentor Group
What this programme is
A system for turning enablement from a content factory into a competence engine. Instead of one‑off courses, managers and reps use weekly prompts, ready‑to‑run scenarios and simple dashboards that track behaviours to outcomes—so leaders can see where coaching lands and where it needs reinforcement.
Who it’s for
- Enablement leaders tasked with proving impact beyond LMS completions.
- Sales managers who want structured coaching without adding admin.
- Revenue leaders who need a single, credible view of behaviour and pipeline quality.
What managers and reps will do (and repeat)
- Follow manager prompts that create consistent coaching moments every week.
- Practise standard scenarios that map to ICPs, stages and common objections.
- Log observable evidence in the CRM (notes quality, next‑step strength, risks).
- Review simple dashboards that connect behaviour to 3V metrics (Value, Volume, Velocity).
Format & timeline
- Design sprint (2–3 weeks): define behaviours that matter, surface prompts, set scoring and data capture.
- Pilot (60–90 days): run with one or two cohorts; instrument coaching frequency and quality.
- Scale: publish the playbook, automate prompts, and standardise reporting across regions.
Tooling & artefacts you keep
- Manager prompt library and scenario packs.
- Competence scorecards aligned to pipeline stages and forecast criteria.
- Dashboards with drill‑downs from behaviour to opportunity to revenue.
Outcomes you can measure
- Higher coaching consistency with visible, comparable quality across teams.
- Cleaner pipeline from better discovery notes and next steps.
- Forecast credibility through standardised exit criteria and inspection rhythm.
FAQs
How is this different from traditional enablement? It prioritises observable practice and manager cadence over content distribution and course completions.
Does this replace our LMS? No. The LMS remains your content store; this adds the competence layer that proves practice and application.
What if managers are time‑poor? Prompts fit into existing meetings and 1:1s—no new ceremonies required.
Read the full guide: 9 sales leadership development programmes for managers (and how to choose the right one)