Re-engineered sales enablement for 20,000+ Dell reps.

Aligned Dell's GTM strategy to Salesforce deployments, faster ramp, better coaching, higher NPS, the bridge from operational excellence into global analytics.

Outcomes- Headline

2.2 mo

Faster new-hire ramp

$14K

Per rep / month unlocked

+25%

Marketing conversion

-10%

Attrition

+23 NPS

Customer NPS uplift

20K+

Reps enabled

Context

Dell needed to re-engineer how 20,000+ sales representatives were enabled, from onboarding through ramp through ongoing coaching, and align that motion to a global Salesforce footprint.

Challenge

Move new hires up the productivity curve faster, lift conversion and NPS, and reduce attrition, all while standing up the data infrastructure to prove it.

Approach

01Re-engineered onboarding and enablement programmes for 20,000+ sales reps globally.
02Aligned GTM strategy to Salesforce deployments and operational rhythms.
03Built real-time ramp dashboards and coaching playbooks that gave managers actionable signals.
04Designed a closed-loop customer feedback application on Salesforce that connected NPS signals to the teams who could act on them.

In retrospect

"Enablement only works when the data, the system and the coaching point in the same direction. This is where I learned to build all three at once."

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