Jonas Master, VP of Sales Enablement at Rippling, has scaled his team from 5 to 36 people while the sales org grew from 350 to 2,200+ reps across 35 product SKUs—and argues that most enablement teams optimize for the wrong things.
He breaks down Rippling's highly specialized enablement model with 65 distinct onboarding tracks, the time-and-motion study that revealed where sellers waste hours daily, and why training sentiment scores are the least valuable metric you can measure.
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