Guide · For enablement leaders · Three-pager
The measured play.
How to find who’s best at a moment across calls, email and CRM, turn what they do into a play, and prove in waves whether it lifts win rate, with a likely range.
01
Find who’s best at a moment
Pick a moment that decides deals, like when a buyer asks who else this worked for. Compare what happens after it, like with like. On the sample team, Andie Benjamin wins 58% of deals where she tells a customer story; the team wins 27%.
02
Name the move
Read the calls behind the wins. Andie picks one customer like the buyer, tells the moment it broke for them and what changed, in under a minute. She told one in 24 of her 31 won deals.
03
Approve it, then send it before the moment
Your enablement lead reviews the clips and approves the play. Each rep gets it right before the call where they’ll need it, not in a session they’ll forget.
04
Measure the lift
Compare reps who got the play before the moment with reps who haven’t yet, in the same segment. Report a likely range, and check whether the lift holds or fades.
