Skill Development that Actually Sticks

Full Year Enablement Program

One-time training can spark awareness.

Sustained improvement requires structure, sequencing, and reinforcement.

The Full Year Enablement Program is a 12-month engagement designed to help SEs consistently apply what they learn to real deals, building confidence, judgment, and impact over time, designed to emphasize the skills most critical to that stage of the fiscal year.

This program can begin at any point in the year, tailored to your team’s goals, maturity, and sales motion.

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Why This Program Exists

Most enablement programs struggle for one simple reason: they rely on events instead of behavior change.

Teams often experience:

Strong workshops followed by limited follow-through
Inconsistent application across regions or individuals
Managers unsure how to coach what was taught
Skills that show up occasionally but not consistently
New hires who miss the original training entirely

Without reinforcement, even great content fades.

The FY Enablement Program exists to close the gap between knowing and doing.

How this program works.

The FY Enablement Program is a structured engagement built around a consistent monthly cadence.

Rather than trying to teach everything at once, skills are introduced intentionally, reinforced through practice, and applied in live deal contexts.

A sequenced progression of core capabilities

Live, instructor-led sessions spaced over time

Guided, AI-enabled practice between sessions

Coaching support for managers and leaders

What teams develop over time

1. Stronger foundations

Teams align around shared language, expectations, and best practices, typically grounded in the Six Habits framework.

2. Consistent application

Skills show up more reliably in discovery, demos, collaboration, and executive conversations, not just when conditions are ideal.

3. Better coaching

Managers gain clear frameworks and rubrics to observe, reinforce, and coach behaviors in real deals.

4. Continuous improvement

Reflection and feedback become part of the operating rhythm, helping teams learn from each deal instead of repeating patterns.

Who is this program for?

SE teams seeking consistent skill application

Organizations scaling rapidly or moving upmarket

Organizations investing in enablement as a long-term capability

Leaders who want training to translate into behavior change

The Role of AI in Reinforcement

What distinguishes the FY Enablement Program is its emphasis on reinforcement - supported by AI-enabled tools.

Between sessions, participants will be supported through:

AI-guided practice prompts

Homework Deliverables

AI-assisted Management Assessments

What are the topics in a 12-month program?

Every enablement engagement is tailored to your team, the timing, and the reality of your sales motion.

The topics below illustrate a typical progression of skills that many teams develop over the course of an engagement. The actual sequencing is adapted based on when the program begins, where deals are getting stuck, and what capabilities will create the greatest impact at that moment. The goal is to focus on the skills that matter most given the phase of the fiscal year, e.g. Q1 may focus on planning & qualification.

Topic 01

Account Planning

Getting aligned on account plans, territory strategy, & prioritizing opportunities.

Topic 02

AE-SE Partnership

Establishing clear roles, expectations, and rules of engagement from the start.

Topic 03

Deal Qualification

Assessing deal health early to decide where to engage and when to pull back.

Topic 04

Business Discovery

Leading discovery calls that uncover business drivers, risks, and priorities.

Topic 05

Preparing with Intent

Prepping for demos around outcomes, audience, and stage rather than content.

Topic 06

Customer-Facing Skills

Presenting a unified AE–SE presence that reinforces credibility and alignment.

Topic 07

Storytelling

Translating tech into stories that create relevance, clarity, and momentum.

Topic 08

POC Execution

Leading POCs that guide decisions and move opportunities to close.

Topic 09

Exec Communication

Engaging the C-suite with confidence, clarity, and business-level relevance.

Topic 10

Objection Handling

Navigating skepticism & resistance and answering difficult questions.

Topic 11

Late-Stage Deal Mgt

Maintaining momentum, managing risk, and assisting justifications.

Topic 12

Reflection & Coaching

Learning through feedback, coaching, and deliberate improvement.

How this Program Fits

The FY Enablement Program often incorporates:

The Six Habits Workshop as a foundation
One or more focused workshops (Discovery, Storytelling, AE–SE Partnership)
Ongoing reinforcement and coaching over time

Rather than replacing workshops, it connects them into a coherent learning journey.

The Result?

Consistency

Sales Engineers apply what they learn more reliably, even in complex or high-pressure deals.

Better Coaching

Leaders have clearer language, structure, and tools to coach effectively.

Shared Language

Expectations are aligned, feedback is clearer, and collaboration improves across the board.

Sustainable Improvement

Capability grows over time instead of resetting after each training event, in sync with the arch of the FY.

Ready to Consider Long-Term Enablement?

Let’s talk about your team, your priorities, and how a structured enablement program might support your goals.

If program sounds like a fit, we’ll outline next steps. If not, we’ll point you in a different direction.