Your reps aren’t hitting quota—and you can’t tell if it’s a skill gap or a coaching gap.
That uncertainty quietly drains pipeline, inflates churn, and crushes forecast accuracy.
Watch this episode to learn the strategic system that turns training into measurable growth.
Most teams don’t need “more training”—they need better enablement strategy.
In this episode, Ed Kerr sits down with Stephen Melson (Sales Enablement Manager at Lamps Plus) to unpack what actually improves performance: curiosity-led role plays, manager collaboration, consistent cross-team standards, and onboarding that builds confidence fast. They also dive into how Stephen uses AI to compress days of analysis into hours, validate real training needs, and help managers coach the right things—without more meetings. If you’re leading growth, revenue, or enablement, this is a practical playbook for tying learning directly to outcomes.
If you’re trying to move from transactional selling to consultative execution, this will sharpen your approach.
✅ Key Insights from This Episode:
✅ Curiosity is the #1 sales skill
✅ Role play using real objections
✅ Coach leading vs lagging metrics
✅ Set goals with reps (not at)
✅ Build training from shared needs
✅ Use AI to speed needs analysis
✅ Onboarding wins reduce churn
✅ Prove enablement ROI with metrics
✅ Resources & Links:
✅ Stephen’s enablement approach: https://www.linkedin.com/in/stephen-melson/
✅ Guest Resource:
✅ Want a repeatable enablement system that lifts revenue? https://www.lampsplus.com/