The Modern Selling Podcast
Mario Martinez Jr
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Hyper Growth Enablement with Jerry Brooner, #228
What’s the formula for building a hyper growth organization? This has been a hot topic for debate in many business circles. Because the key to tapping into accelerated growth often starts with understanding your audience, your market, and where you can enable your teams to exploit competitive advantages. All of this is easier said than done, but when done right, building in the key pieces you need to unlock hypergrowth can empower your sales teams to close more deals and transform passive buyers into lifelong superfans. In this episode of The Modern Selling Podcast we explore the concept of hypergrowth enablement, what it is, how leaders can effectively spark it within their organizations, and what specific strategies are needed to build a hypergrowth focused company. Our guest for this episode, Jerry Brooner, is the leading thought leader in this space and has worked with top technology companies to help them tap into incredible, exponential growth – while also serving their customers well. Jerry Brooner is the President of Global Field Operations at Enable, a collaborative rebate management platform that helps manufacturers, distributors, and retailers take control of their rebate programs and turn them into an engine for growth. He has over two decades of experience as a high-growth global enterprise SaaS technology executive. Previously, he was the former Chief Revenue Officer at Scout RFP, and has built high growth teams at Dropbox, SAP, Callidus, and Siebel Systems. Download the full episode to hear firsthand what Jerry believes is the winning formula to spur hypergrowth for any organization. Why is hyper growth enablement important? Enablement is a word that is often thrown around, especially in sales circles. I wanted to hear Jerry’s take on what the real power in enablement is and why he sees it as the core of being able to create hyper growth. His insights are eye-opening, “ I think enablement is very underutilized and often overlooked, especially at startups. Companies are spending tens of millions of dollars to recruit top talent, but once they’re hired they get very little support to be successful. This model is flawed. Enablement is about getting your people excited about their work and equipped with the right tools, resources, and support to be successful on day one – if not before.” And, it’s this concept of what you do before a new hire starts that sheds new light on the onboarding process for me. Jerry follows a simple, yet highly effective onboarding process that goes as follows: Education – he provides his new hires with key information about the company, the industry, competitors – any and everything they may need to get up to speed on who they’re working for and what they’ll be doing. Expectations – even before someone starts, Jerry shares their 30 day calendar with them that outlines all trainings, meetings, and requirements. This is a great tool because it helps new hires coming in the door understand the expectations they will need to meet and enables them to align their personal life to meet their business goals as well. Empowerment – Every new hire has a “shadowing” plan that shows them upfront where and when their hands-on learning opportunities will be. This positions people from the beginning to get excited about learning and aware of where they can go for more support – without trying to figure it all out on their own. This is such an effective strategy – Education, Expectations, and Empowerment – because here at Vengreso we employ a similar model and find that it accelerates onboarding and our reps and SDRs that do this are much more successful – faster. How does diverse hiring drive enablement? We hear it all the time – increase diversity in hiring to produce a more innovative organization. I was curious to get Jerry’s perspective on the role that diverse hiring has for enablement and establishing a hyper growth company. He
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