Several years ago I had the opportunity to facilitate an ongoing sales product training that needed some re-energizing. When I first stepped into the role, the challenges were obvious. Attendance was low, engagement was minimal, and virtual meetings were often filled with long, uncomfortable silences. Product Managers would work hard preparing their materials, present their solutions, open the floor for questions, and receive nothing but radio silence in return.
After observing this pattern for some time, it was clear: the training format wasn’t working. Sales teams weren’t engaging,Product Managers felt unheard, and the sessions weren't preparing anyone to confidently sell.
The biggest barrier was engagement. Sessions were one-directional, with Product Managers presenting dense technical information without involving the people actually selling the solution. The result:
To make training relevant, useful, and energizing, the process needed more voices, more perspectives, and more dialogue.
I redesigned the training format to incorporate voices from across the revenue and product ecosystem:
This multi-stakeholder model created a 360° view of the product, turning training into a collaborative, story-driven experience.
The Q&A silence needed to be addressed head-on. So, we took a new approach:
This single shift dramatically changed the energy of the sessions.
The revamped sessions integrated:
This produced conversational, scenario-based training that aligned closely with how teams actually sell.
The transformation was immediate and more importantly, measurable.
With collaboration across teams, Sales Enablement:
Training evolved into a shared effort, with every attendee contributing perspectives that enriched the narrative. The result was a more prepared, confident sales organization.
The biggest takeaway?
Inclusive and interactive training drives far better outcomes than tradition alone-way presentations.
Bringing multiple voices into the room—and encouraging real dialogue—creates:
As organizations move toward more complex solutions like AI, this approach becomes even more essential. AI is often misunderstood, intimidating, or oversimplified. Training must:
By continuing to involve diverse perspectives, we can make even the most complex solutions approachable, sellable, and meaningful.
Transforming product training isn’t about making slides prettier—it’s about creating an environment where learning feels collaborative, safe, and directly connected to real buyer conversations. When training is interactive and cross-functional, teams walk away not only informed but empowered.
Sales Enablement plays a pivotal role in bridging the gap between product complexity and sales execution, ensuring that every team member can articulate not just what a solution does, but why it matters.
