Optimizing Sales Enablement for Rapid Growth with Alex Yeaton

Effective sales enablement starts with understanding the needs of your team—and continuously adapting to meet them.

In this episode, Alex Yeaton, Senior Manager of Global Go-To-Market Field Effectiveness at Klaviyo, shares her journey of supporting a rapidly growing sales team from 7 to over 250 reps. You’ll also hear about the challenges of scaling enablement programs, the importance of coaching leaders, and why iteration is the key to long-term success.

From building trust through product training to helping sales managers become better coaches, she offers practical advice for enabling teams to succeed in a constantly evolving market.

In this episode, you’ll learn:

• Why continuous iteration is critical for enablement programs
• How to coach leaders to be extensions of your enablement team
• Why market insights and customer voices drive better sales outcomes

Jump into the conversation:

(00:00) Nailing down enablement programs

(01:09) Transition from AE to enablement

(03:41) Scaling an enablement team

(07:32) The importance of product training

(09:39) Onboarding BDRs: When to start calls

(12:47) Lessons from building a global sales team

(16:11) The evolving role of enablement

(23:42) Keeping enablement programs relevant