The Evolution of Sales Enablement Podcast - Celine Grey

Listen to the Podcast Episode // Find Brendan on LinkedIn

In this episode, we cover...

1. Celine’s first forays into the world of sales enablement - before it was named as such!
2. Why hyper-growth Oyster has flourished in the era of remote working.
3. How sales enablement has evolved and what enablement could look like in the future.

Celine Grey is currently Director of Revenue Acceleration at Oyster, a global HR platform that enables companies to hire, pay, and care for talented teammates regardless of location.

Here are some of the key insights from the conversation.

• Oyster have recognised the need to design new ways of working in the remote era.

”One of the challenges of the enabling is obviously the distributive aspect because you’re working across time zones and you can create a lot of Zoom fatigue if you just map the old ways of working straight into a virtual environment. It just doesn't work. It creates a lot of brain drain. And so Oyster is very clever and we've got amazing teams working on distributed work and creating new ways of working.”

• Enablement is about ensuring that the team know what to do and how to do it.

”In order to be successful, salespeople need to know what they're doing -that's the skills and competency they need in order to do the job that they’re doing. And if they know what to do, are they doing it? You could be the best person at selling in the world but if you're not actually calling customers - not going to work, right? So it's about the activity.”

• Celine envisions enablement as not just for sales, but each aspect of the company.

”So it already works and sales level. We know that because we’re able to accelerate revenue beyond numbers that we've ever been able to see. Can you imagine if we do that with the whole organisation? It's not only the revenue that is going to increase, it’s the culture, the ability to be able to release product, the quality. There's a number of indicators... cost-efficiency... everything is going to be a bypass of this. So, the “Chief of Enablement”, I really do hope that I'm going to see it in my lifetime.”