Nick Lawrence

Sales Academy, Global Sales Enablement

I build "Enablement Environments" that enable reps to produce the outputs that determine performance.

As a certified Master Instructional Designer, Change Management and Sales Effectiveness Professional, my experience in Human Performance Management and sales best practices enable me to design highly relevant sales programs made up of accessible information, support assistance, communication, reinforcement, scenario-based eLearning courses, performance training, and OTJ coaching that accelerate and maintain sales productivity. 

I spent five years on the Purdue wrestling team, where I received All Big Ten honors, qualified for the NCAA tournament, and won the 2015 Most Dedicated Wrestler award at Purdue University. The sport of wrestling has instilled exceptionally high levels of accountability, ownership and dedication in me. The most influential lesson I took away from the sport was to "get comfortable while being uncomfortable." I'm able to maintain a high-degree of energy and enthusiasm when adversity strikes.

Most importantly, I'm a husband and father of two young daughters. Sharing my love of exploring nature, hiking through the woods, and reading books with my family has been the most enjoyable and rewarding experiences of my life. In fact, I'm so passionate about learning and development that my wife and I are homeschooling our daughters.

Sales Enablement Professional

9 questions to ask during a request for enablement (if your goal is to improve performance):

After receiving the “we need to enable the field on X” request,

You say…

“What expectations aren’t being met?”

“How is that impacting the business?”

“How will we know if we’re improving things?”

“What must the [audience] accomplish?”

“What outputs (deliverables, decisions, relationships, etc.) must they produce?”

“How will we tell a good output from a bad one?”

“What tasks (or behaviors) must they perform to produce the output to standard?”

“Why aren’t they doing those tasks well today? What environmental factors make it difficult?”

“What individual factors make it difficult?”

——

If improving performance is your goal, you don’t need more/better/faster content. 

You need more context.

I'm driven by making seller’s lives better, easier and more successful. 

As a certified Master Instructional Designer, Change Management and Sales Effectiveness Professional, I apply my understanding of how adults learn, apply new skills, and change behaviors to design programs that can be directly tied to sales outcomes. 

My experience and in-depth knowledge of sales best practices and research enable me to design highly relevant sales programs made up of training, support and accountability components that accelerate and maintain sales productivity. 

I care deeply about the quality of my work and have never missed a deadline, but I prioritize results first. Every component of the programs I design are measurable so I can evaluate the degree to which targeted outcomes occur as a result of the program. 

I received my Bachelor's of Science in Organizational Leadership & Supervision from Purdue University where I learned the behavioral science that explains what truly motivates people to deliver great work and contribute to a team. I apply this knowledge by providing people with the meaning behind their work, the autonomy and trust to get their work done, and the recognition and support to maintain high levels of engagement.

I spent five years on the Purdue wrestling team, where I received All Big Ten honors, qualified for the NCAA tournament, and won the 2015 Most Dedicated Wrestler award at Purdue University. The sport of wrestling has instilled exceptionally high levels of accountability, ownership and dedication in me. The most influential lesson I took away from the sport was to "get comfortable while being uncomfortable." I'm able to maintain a high-degree of energy and enthusiasm when adversity strikes.

Most importantly, I'm a husband and father of two young daughters. Sharing my love of exploring nature, hiking through the woods, and reading books with my family has been the most enjoyable and rewarding experiences of my life.

Outcomes, Outputs, & Obstacles || Enabling reps to achieve outcomes and produce outputs by removing obstacles @ Databricks

Enablement should be accountable for capability. 

“Do they have the MEANS to perform / hit expectations?”

The means:

- process
- prompts
- feedback
- resources
- incentives
- assistance 
- information
- opportunity 
- expectations 
- management
- accountability 
- consequences
- knowledge & skills

This is not to say Enablement owns or is responsible for them all (designing a process, adjusting incentives/comp, etc.)

Other teams can be responsible for certain means. 

But Enablement should be on the hook for whether or not the means are in place and working. 

It is, after all, the definition of enablement…

The people building a course tend to learn way more than the learners taking it ever will. 

Why?

When you’re building a course, you’re actively engaged with the material:

- taking time to understand and synthesize the material
- elaborating on the material in your own words
- generating graphics, stories, or analogies 
- etc

…and you’re doing so repeatedly over time. 

But when the learner takes the course?

It’s typically a passive experience:

- Watch/read some content
- recognize the right option in a multiple choice

…and then on to the next thing. 

_____

Remember, elearning shouldn’t be a passive experience. 

In fact, if it is, it isn’t elearning at all - it’s “eCommunication”

What are your favorite ways to ensure a course is an active learning experience?

Training fills a skills gap. 

If they can do it without practice, you don’t need training.

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