Regional Host of Canada, Adriana Romero, set with Alli Rizacos, Head of Revenue Enablement HiMama.  With the volume of activities being requested and managed via the Enablement team, OKRs for Enablement, and the rest of the business, were put into place.

Some of her mandates include:

? On Boarding new reps
? Tech Stack
?  Playbooks
?  On going training

Alli showed the importance of being human when leading a team, and how to get organized in the midst of chaos – OKRs for Enablement are key.  How does it work?

1️⃣ The senior leaders create the key OKRs for the business.

2️⃣ Enablement reviews the top-level OKRs to determine where they can impact those.

3️⃣ Meet with the leaders in charge of the OKRs they can impact to ask how they can help while also bringing ideas to the conversation.

4️⃣ Create a plan for each of these areas, presenting back to the owner of the OKR.

5️⃣ Execute

There was a lot of value on this conversation around Sales Enablement OKRs — give a listen and remain curious.

Audio Transcript

Adriana Romero
Canadian version. Thank you very much for being here. I’m super excited to kick off this year with my good friend Ali, who’s going to join us today to chat about her experience. Thank you, Allie, for joining me today. And I’ve you know, I want you to give the introduction about who you are, what you do. And you know, a little bit of your background. For sure.

Alli Rizacos
I didn’t know I was the first of 2021. That’s like a big privilege. Thank you for having me. Hi, everyone. I am Ali saccos. Currently, I am the head of enablement at a Toronto startup called Hi, Mama. And what we do at Hi, Mama. So hi, Mama is a software platform, specifically for the childcare space. So we solve a couple challenges, major challenges that childcare centers face, which is how to effectively communicate with parents about the child’s day and know I’m sure Adriana, you know a lot about that

Adriana Romero
I actually was a user of Hi, Mama. So you talk I remember when my daughter was in daycare, it was the best thing that you’re you know, you’re a mom, you’re hearing something Oh, look at the picture. They’re playing with Play Doh. It’s

Alli Rizacos
like the best thing ever. Exactly. Yeah. So we solve that challenge for both the center and the parents, especially during COVID. Because now parents aren’t actually allowed to come into the center where they used to be able to come in and have that conversation with the teacher to discuss, you know, what did they do today? How are they developing that sort of thing. So we saw that challenge. And then the other major challenge on the childcare space is there’s just a ton of paperwork based on how much of a regulated space it is. And they have to document absolutely everything that happens. And so our app allows them to do that, obviously, digitally, they can get rid of the millions of boxes of papers, they can save literal space, obviously. And obviously a lot of time too. So that’s where I currently work as the head of revenue enablement. But my background is I’m a sales girl, I’ve always pretty much been in the sales org, prior to time on my various sales roles. But most recently, I spent the last eight years at Salesforce, working my way from being a BDR to a regional sales manager. And that kind of brought me to now being in revenue enablement.

Adriana Romero
I love it. And it’s funny when when you talk about you know what you guys do in Hi, Mama, I just remember, there’s very few things and I think parents will will, you know, be very sympathetic with this when they had to write you and a large piece of paper, what does the kid need for their bag, and the only thing they clicked was diapers? And you’re like, What a waste of a paper. You know, this is. And it’s very interesting. But you know, before we go into how you help your team, because I’m fascinated to see how the sales environment works for an app like this, you know, you say that you started your career in sales. And we share that as well. And I think more and more we’re seeing a lot of salespeople and sales managers very inclined into going into revenue enablement. But you know, what made you you had a successful career, you know, you were working as a sales manager, I hear nothing but good things of the people that were reporting to you they loved being, you know, managed by you. What was that thing that made you say, you know, I really want to do enablement more than move up in the sales kind of management, traditional career.

Alli Rizacos
Yeah, totally. So I think at the time, it was a bit unique, but now more and more, I’m seeing people take this path. So I’ll explain. So, throughout my journey in sales, I really learned that to be really good in sales, you had to be really, really good at managing yourself in a sense of like, there’s tons of highs, and there’s tons of lows. And if you let those lows, you know, break you down, you’re not going to reach the highs, right? And so I really learned that sales was honestly like a course in self mastery, if you will. That’s how I think about it. And so in one of my lows in sales, because obviously they’re going to come, right, I I didn’t know what to do. And I actually sought out a coach like a professional coach, career coach, life coach, whatever you want to call it, to really help me get unstuck and really helped me understand what I value, what my strengths are and how to trust myself more because I think when you’re in that low, like your confidence is completely shot right over. Right? And so then you don’t know how to get back to that place of confidence. Right. And so, through having a coach, quite frankly, I fell in love with coaching and realized that I wanted to become a coach because I kind of realized the parallels between being a coach and being in sales where you know, in sales, you’re selling a product but you’re getting to know your customer and really understanding you know, what drives them and you know what their problems are and it’s honestly the same thing and coaching but you’re just what you’re selling is helping people right. And so, so I fell in love with coaching and actually while I was a sales rep at Salesforce Dude, my formal training and becoming a coach. And through that process obviously grew more and more to love it. And that’s when I realized, and I made it a goal for myself that I wanted to get into leadership, because then I could coach every single day, right? And not just with, you know, customers, because discovery to me is basically coaching. And so then I spent four years in leadership at Salesforce, getting to coach every day and getting to make an impact on my immediate team. And I loved that feeling. But then, you know, after four years, I started to think to myself, could I be making a bigger impact based on the skill set that I have with a broader audience? Right, like, could I be making, you know, could I the impact that I’m having with my team? Could that be across the entire sales org right? And so that’s really what drove me to think about enablement and ultimately, why I got into it.

Adriana Romero
I love it. That’s, that’s a great start. I love how you, you know, it’s so true. Those lows, those lows in the Salesforce, I think that people that are not in sales don’t understand how much of an emotional roller coaster working on the sales floor is. And to be honest, even as enablers like I’m pretty sure that you and this year that you’ve been in this role, you know, I sometimes find myself kind of like reading things or listening to things and feeling the emotional impact that it makes to me. You know, there’s there’s few examples like I don’t know, sometimes you leave an enablement role. And of course, somebody six months down the road is going to revamp whatever program you did, or is going to change something and I’m like, why does it hurt me? Like, you know, why? Why does this feel so personal when it is natural that that happens? But it goes to say that, you know, it’s like when a salesperson says, Why did that prospect not continue with me? It’s a very emotional, I think it’s very important what you say about I love that you went to a life coach, I actually love that you got certified as a life coach, because that brings a lot of a lot of value. How do you think and I’m going to add, you know, a sub question here. How do you think that being a triathlete lighter, you know, life coach helped you as a manager, and now is helping you in your enablement role? Yeah,

Alli Rizacos
I think it’s, I recommend it honestly, for everyone if you’re going to be in leadership, because it just really teaches you fundamental skills about how to be with humans, because at the end of the day, that’s what leadership is, it’s, it’s about your, your, your elite leader of a human, right, you’re

Unknown Speaker
not a leader of you could be leader of a project,

Alli Rizacos
but there’s humans behind that project. Right. And so it’s funny, I was having a coaching conversation yesterday, and I was she was asking me questions about, you know, when I was leader and whatnot, and I always said to her, you know, listen, I had a big number when I was a sales leader, like, one my last year, I think my number was like, $7 million.

Adriana Romero
And,

Alli Rizacos
but, and I had, you know, you’re dealing with people who are also dealing with whatever’s going on in their life, right. And although you as a manager, like, I need you to get your number,

Unknown Speaker
your number, my number.

Alli Rizacos
But at the end of the day, like, you’re never going to get anywhere as a leader, if you only see your team as a number and to see them as a human and to really understand them at their core, brings them out of whatever situation they’re in, right, like brings them out of those lows. And so for me, it was like a really cool experience to have been a sales rep, and then the leader because I was like, I’ve been you, you know, like, I’ve been in that low. And this is like, how I helped, like, saw myself out of it. And guess what, you have a manager, that’s a coach, like, let’s have a cooking session, you know, and so it’s really helped in that leadership position. And then I think, honestly, my, the part that I love about my job is, I get to teach people how to coach like, I get to teach the managers how to coach. And so that’s one of the big focuses right now, at high mama is really, I’ve been doing a

Adriana Romero
lot with the reps.

Alli Rizacos
And now in order for me to make a bigger impact, I’d really need to elevate it up to the managers and get them to become amazing coaches. Because what I find, and I’m sure you know, this very well, is that no, like, it doesn’t matter how good your training is, it will not stick and it will not make an impact unless there is constant reinforcement through coaching.

Adriana Romero
Right, totally.

Alli Rizacos
That’s a big lesson that I’m learning. Because we think you can do it all and you’re like my training was amazing. And then you’re like, yeah,

Adriana Romero
we forgot everything The next day,

Alli Rizacos
right? And then you’re like, wait, no one’s coaching about this stuff. Like I thought, you know, we had a, we had a thing going that you guys would then coach on this, right? So it really, it’s cool to already just have that skill set and be so confident in that skill set versus if I didn’t have this coaching background, obviously there’d be more to figure out.

Adriana Romero
It is more intimidating because sometimes, you know, even though you you come from a background in sales management and you are a salesperson, the role of enablement. It’s It’s very, you know, the evolution of a lean woman, as I call it, to see enablement as part of a leadership team is, is difficult. And sometimes they don’t give you that proper role, which goes to like the next point. You talk about having and managing the managers and enabling and coaching them and being you acting as a leader, who they don’t report to, but you are leading them. But then all this is for you to of course, make them see that you have, you know, you have what it takes to be part of the leadership team. So everybody talks about, you know, enablement is not there, we’re not part of the core decisions, it’s very difficult to have an executive team or leadership team that includes you, I have been very lucky to have two of them my current job and my old job, both of them, I had leaders that actually said no enablement is important for us. How have you, you know, achieved this? In Hi, Mama alley, what is your strategy to actually say, I deserve a seat on the table? And this is how I’m winning it.

Unknown Speaker
Yeah,

Alli Rizacos
I think I’ve been as fortunate as you in the sense that I’ve had really great Oh, I have, I currently have a really great leader, because this is, you know, my first time in enablement. But I also report to the VP of sales. And so

Alli Rizacos
that’s really helpful to be because the VP is like, some enablers, you know, they fall under, like the operations team, right? And obviously, they’re so important. But when we’re about to hit our number, or not hit our number is the VP of Sales that’s like on the line, right? And so when you’re kind of carried by that person, you kind of automatically get elevated in terms of like your seat at the table, if you will. So I haven’t really had to, like in the beginning a little bit. I, you know, I was kind of like, hey, why am I not included in some of these meetings and whatnot.

Unknown Speaker
But I think,

Alli Rizacos
overall, now, I actually have a different problem,

Unknown Speaker
which is, I’m included in every meeting.

Alli Rizacos
And like, I’m included on too many projects, and I’m actually trying to figure out, which we’ll have a separate conversation about for free to help me of like, how and when to say no to certain things. Like right now, I guess I’ve done a really good job of positioning myself in the business and positioning my value, because the the projects that I am tied to at the moment are basically all of our big bets for the business. And so that’s awesome. But it also comes with a lot of responsibility. And so I’m actually just trying to figure out, how do I not get blamed if the system won’t work, right? Because it’s super easy to be like, well, they weren’t training, you know, the

Unknown Speaker
reps weren’t

Adriana Romero
exactly Oh, no. And it you know, it’s so funny. It’s like the scapegoat, right. Oh, enablement, you know, the program didn’t work, or that was they didn’t understand or whatever, I always see that as that double edged sword. We come as the saviors, but we can also be, you know, the devils in that

Alli Rizacos
100%. Yeah. And so I’m like, Oh, great. I’m on all these really important projects. But now I’m like, Okay, I got to really make sure like this, and figure out how this is all gonna work. Right. And so that’s, that’s actually like, my bigger problem is, is I’m on a really important stuff, which I love, because it’s obviously gonna make a huge impact. But then, how to not say yes to everything within that project, too. Because I’m kind of the person that’s like, yeah, I’ll try to figure it out. I’ll figure it out. And then

Adriana Romero
you’re an album solver, right? Yeah, that’s your nature. And I think that’s also you know, when when we’re in enablement, it’s part of the evolution of ourselves. And that role is that we can do everything until we realize all this stuff we got into, which is a good problem. But it’s like, okay, now, how do I scale it down? Right. And this is when you start seeing I need headcount, I need somebody else, I need a junior person to actually just coordinate the schedule of trainings, because that’s already crazy, right? Yeah. But I think that you touched on a great point, Ali, that, you know, besides having the luck of working and reporting to the VP of sales, the fact that the work that also you’re doing in creating your credibility internally, with frontline managers with a VPS, with the executive teams, I would say that’s something that’s very important for any enabler. To do. Right. It’s, it’s super key. So you know, you let’s talk about all this, that you do. You You are very busy, you’re included in all these, you know, you know, initiatives. And now they want more of Alli. They’re like, we want more of Ali Ali can help us with everything. And believe me, I have been there. And I think it’s something that we face. But you know, you moved into this role at the start of the pandemic last year. Yeah, that was the challenge of you are new to enablement, new company, there’s a global pandemic happening. We don’t know what’s going to happen with you know, the customer is the hiring everything. How did you get situated and organized to actually, you know, talk to me a year later and say, I’ve been successful, right. Tell me tell me your secret sauce.

Unknown Speaker
Yeah. Um,

Alli Rizacos
so yeah, so I started in February like February 9 of last year. So I had One month in the office, if you will, kind of, you know, meeting people building trust and you know, building those relationships, which is obviously the first most important part. So I’m really grateful that I actually had that that month, at least because even in that month, I made it like my mission to, to go to like all the after hours events and like, talk to like, you know, different parts of the business I, I’m, I’m a big introvert. And so like it was a bit of, I had to make it a goal, like I had to make it a focus of mine to be like, No, I’m going to go to these things I’m going to be there, I’m going to show up and talk about like, and stuff. So I’m very thankful that I had that month to really build hearts and minds. But yes, then the epidemic happens and like, everything’s on fire, right. And so within after that first month, I was just in the midst of really creating my enablement plan for, you know, at least a quarter, right, like now that I’ve been here for a month, I kind of know a little bit of what’s going on. And I was I was hired really, to increase win rates, like when rates were not good in the beginning of last year. And so that was kind of like my big focus. And so I was creating this plant planner at COVID hits, and it’s like, screw the plan, right? Because

Adriana Romero
no one was, what are we gonna, what are we going to sell like nobody’s buying daycares are closed, like what’s happening here?

Alli Rizacos
Totally. And so I 100% fell into this, the trap of everything is on fire, like go try to fix everything. And then the next day, this thing’s not on fire anymore, but go fix this thing. And you’re like, but I just spent like, 10 hours on this project plan or like this, you know, training or whatever it was. And so it was just like chicken with my head cut off. And I was getting so frustrated. Honestly, I was like, I can’t keep doing this, because I don’t feel like I’m making any impact. Because I’m probably not because I’m just like, everywhere in anywhere at all times, right. And so what we did in q2 was as a sales team before, before this time, we didn’t really like, we didn’t use okrs. And then all of a sudden, they’re like, I think we should start using okrs. And so as a team, we came together and like really set out our Okay, ours, and honestly, that’s like, probably the beginning of how everything kind of started to fall into place. Because we got to the end of q1, and we’re like, what

Unknown Speaker
have we done? I

Alli Rizacos
know, we did some stuff, but like, what was it? You know? And can we really tie that back to a metric? And can we really, you know, show our work? Right? So okrs was a huge savior for us. And it really got us to a place where we can actually prove that we’re having an impact, right? Because Because I was hired for win rates, like I just made it my mission to figure out what the hell was going

Adriana Romero
on exactly. Like the attribution is the name of the game, like what is really all these things. And all these hours, I’m spending, how are Am I really going to measure what is the impact that I’m doing with the team, right?

Alli Rizacos
And the impact Exactly. And then the other thing is like, I can’t figure it out all by myself, like I need Reb Ops, I need the managers. And so okrs as a team really helped us be like King, you’re in charge of this, I’m in charge of that. But we’re all doing this together. So the other thing that we’ve done, that we constantly do is create, like mini tasks, Task Force around the, like the thing that we’re trying to solve, right. So if it’s win rates, right, we create like a win rate Task Force, and we gang tackle it as like kind of a leadership team. So we’ll pull in enablement, sales, marketing robots, like whoever needs to be there, and everyone gets divvied out whatever action they need to do, we have a KPI tracker that we track, like very granularly, everything going on by rep, aggregate, all that kind of stuff. And then every every week we meet and then make commitments of what’s the next thing that we’re going to do based on you know, whatever gap what’s happening.

Adriana Romero
Yeah, exactly.

Alli Rizacos
So those two things like that planning process of okrs. And then these taskforce that we create around things that are on fire has changed the game for our company, but change the game for enablement to and our cross collaborative functions. Because literally, like I said, it was just like, hey, go do this. And then the next week, it was like, that doesn’t matter anymore. Go do this.

Unknown Speaker
Yeah, yeah, work, it

Alli Rizacos
doesn’t go anywhere.

Adriana Romero
Right sanity. So and also, I think you brought up a very important point when you said, the task force included Reb ops and marketing and sales leadership, and I cannot stress that must how much I call enablement, that kind of bridge and the bridge is I can talk with all these people, product marketing, marketing, you know, finance, whoever needs to be involved in any kind of anything that’s going to touch the sales floor or the impacts the sales floor, or anything that’s going to impact you have to bring all these people together because of the effort is not joined. Yeah. Then you have a disruption specially with marketing, especially with demand Gen. With product if the product if you have more complexity and products like in this case, you know, it’s super important because for example, if you are I don’t know if marketing is writing sequences for you and your software and you have trained the team to do things in a certain way. And marketing is writing messaging in a different way. It’s like, you know, the words the worlds collide? And it’s not very, it’s not very good, right?

Unknown Speaker
Yes.

Adriana Romero
I love it. And you know, I, you talk a lot about all this and how, you know, you went from that chaos that we all live in, maybe the organized chaos, but something that I know about you you’re very, you know, very practical, you’re very organized, you like to like have your things in a very practical and systematic way. How did you take all that not only start creating these groups, but how did you think about enablement as a whole? And when you when you kind of like decided, I’m just gonna stop doing this craziness. And I’m going to organize my buckets. How did you think about enablement, strategically? And kind of like creating your enablement plan? Mm hmm.

Alli Rizacos
Yeah. Which I’m like, in the midst of finalizing at the moment.

Adriana Romero
Great. This is good. In the heat of the moment.

Alli Rizacos
Yeah, exactly. So I think, I think two things. So the our, our senior leaders create the company okrs. And so there’s like four objectives this year. And then what I did was like, I look at those objectives, and I say, how, where does enablement, if we spent the time can, where can they have the biggest impact? Right? And so some of them, there just isn’t an impact, because, you know, they’re just, they have other things to do with the business. And so that, but there’s three that currently have like, that are very instrumental to the business and where enablement can play a part. Right? Hmm. And so I met with them, the people that owned those, those objectives, those leaders and really, basically, strategize with them and created a plan of like, so what’s your plan? And how do you need me to help support you in this plan, but also, like, here’s my ideas of like, what else we could be doing? So it’s a very collaborative process, I would say, and then I go, and I create my plan based on their plan, and then present it back to them to be like, okay, so based on time, resources, all that kind of stuff, here’s where I can make the most impact and where I’m going to spend my time. And then the second thing I did just recently, which this is my hot tip for everyone.

Adriana Romero
Everybody stop what you’re doing stop eating right now put down that fork. This is the moment this is it.

Alli Rizacos
I just did it. So hopefully, this works past this week. But what I was finding is like the okrs are great. And I know what my priorities are. But I don’t know if anyone falls into this trap, which is they’re all super important. They’re all a priority. Right? And like, based on who I’m meeting that day, they’re gonna want some work on that project. But what if that project is not my priority that day? You know what I mean? Suppose I was always feeling like, at any moment, when I had free time to do work versus being in a meeting, I was always having so much anxiety about like, which project do I focus on in this one hour, right? And then I would start, I would

Unknown Speaker
throw a call in and say, wherever it lands, I’m going to work on this.

Alli Rizacos
Okay, I really think because they’re long my project in our long term projects,

Unknown Speaker
right, exactly.

Alli Rizacos
And so there’s obviously phases to them. But they’re all

Adriana Romero
you need to do them. All right, you need to ollie, I’m gonna show you something. So you laugh. This is my priority list, right? This is my, you know what I’m like, screw technology. I gotta write this down. whatever’s in this piece of paper. This is what I’m working on this week. Everything else can burn.

Alli Rizacos
Exactly, exactly. So So and I would have so much anxiety in that one hour that while I was working on one project that I was like, hmm, but maybe I should be doing this project too. And I

Adriana Romero
guess I would just get so

Alli Rizacos
like, frustrated and flustered. And then I would go try to work on

Adriana Romero
that project, which is so bad multitasking, any mom will tell you multitasking is not the way to do it. Even though sometimes we have to do not multitasking will not make you a team anything, right.

Alli Rizacos
That’s what I get to the end of the week. And I’m like, I don’t even know, like, I felt like so busy. And I don’t even know what I’ve done and whatever. And so literally this week, it’s been freeing, but I looked at because we work in sprints. So I looked at the next two weeks, just like have my calendar of the actual meetings that I have in my calendar, which means that I’m not working in that time, right? So I mapped out the actual available free hours to work taking out you know, like, whatever, an hour for lunch and whatnot. And so like over the next two weeks, I have What was it like almost 40 hours of like, work over two weeks of free time basically. Then I I put this in a spreadsheet.

Adriana Romero
I have Cory

Alli Rizacos
buckets for my like five major, like rural projects, like I have three major projects and then I have just like enablement stuff that has to get done throughout the week. And then the product is my other big one, right? And then I divvied up, okay, like these two projects are very important right now. So I’m going to give them like 25 and 25% of my time, this other one is a little bit less so I’m going to be at 20. Anyways, I weighed out how I spend my time versus the amount of hours I have. And all of a sudden I realized I’m like oh actually do have five hours this week to work on this project. Whereas before, I just felt, I have no time to do that, like I have so much going on. I can’t, I can’t actually dedicate this time to you and all now all of a sudden, I’m like, I’ll be working on it for two hours, my great, I still have three hours the rest of this week to work on it. And I feel like okay with myself and not full of anxiety that I’m not working on the other things because I know, I still have hours in the week to do it. And I know, I’ve only committed to five hours. And I tell those leaders, I’m giving you five hours for this project this week. And they’re like, okay, here’s what how I want you to divvy that up. And honestly, it’s been game changing, like, my anxiety is so low now. And I feel so productive. And I don’t feel like I’m not doing the right work. You know,

Adriana Romero
I love this tip. And I think that you should frame your Excel sheet and just share it with everybody in the community. Because this is so good. And I think that anybody who’s right now, like, you know, ESCO might be happening, and they have onboarding, and they’re hiring remotely. And they’re trying to connect with people, I think this is a very important tip. And Allie, transferable to your mom, in the hair’s true, through half an hour or half an hour to work out. Like I’m serious. This is respirable life skill, right? And I think it’s super important because you know, you you cannot get burned. And you also have to have a very, I would say a conscious way of saying I need headcount for this and I think that you are building with your matrix, your justification of a, here’s the attribution of my enablement be, this is the time that I have. This is where I need somebody to help me. Yeah. And I think I got

Alli Rizacos
five hours to this project, but it needs 10. Exactly, I think has to give. So which one’s not as important, and then the answer is always it is important. So it is important, then, what else

Adriana Romero
can you give me a headcount right? I think that is that is super key. And and it helps because in enablement, we find ourselves like why do you need a hike? I just need somebody like, you know, there’s no, there’s no rhyme or reason, because everybody’s involved in this chaos. So I really love love that

Alli Rizacos
that tip that you just gave us. But I think the biggest thing is in enablement. Because here’s the thing, I’ve been in this in the sales world for so long, have like, I close the deal, boom, everyone knows dashboard. Great. You did a good job, go you right? There’s that doesn’t there’s no feeling of that and enablement and everything you do in enablement, you need to show your work. You know, you do this you do. It’s like in math, where you have to show you know, you show the work together,

Adriana Romero
you get to this results, like, what was your process, like, and all those sheets of paper?

Alli Rizacos
Yeah. And that’s so different. Like, that’s not a skill that we’ve developed in sales, because you’re like, What do you mean, I just follow the process, but who cares? Exactly.

Adriana Romero
That’s what I tell you know, that’s why I’m so passionate about telling people, you need to know your enablement, metrics, like to your point, I needed to come and increase the win rate, then you showed everything that you did and where the win rate con came, right? Like, what was your process? I need to improve ram from six months, two, three, okay, this was what I did. I think that is important. Because for the credibility of enablement for getting that seat in the table for understanding how enablement is going to evolve in an organization, because I believe that any woman has to elevate that seat in the table should be like a little bit up. I think that it is very important, especially because when you are leading a future enabler that’s going to join your team. These are the things you’re going to teach this person right as that magnificent, magnificent coach that you’re going to be so amazing. So Allie, you have shared with us a lot of you know, great stuff. I think your tips are amazing. What would you say for the people who are listening to us right now that are currently working maybe as an account executive, or as a sales manager, who is also kind of itching to do something more and to have a better why and to be a coach? What would you say is your biggest tip for making that jump to enablement? Yeah,

Alli Rizacos
it’s an interesting jump, because like I said, like in sales, you don’t have to show your work, right? Like you don’t have that kind of skill set, if you will, which I’m quite frankly, learning how to get really good at, which is fun. But I think the biggest tip, or before I get into the tip, but it’s interesting to hire in enablement, because one as you know, there’s not that many enablers out here. And even when you do like a little quick Google search for like, enablement Toronto, there’s

Adriana Romero
like 12 of us that show exactly. It’s like, Well, you see it in the community, right? I think we all know each other.

Alli Rizacos
Cuz I just went through this process, and I was looking for someone to be hired on my team. And so I actually hired someone that just came from sales. But I think the most important piece is having that curiosity about like, how to like why things work, right? Like there’s a lot of sales reps that are just like, Oh, I just I sell and I’m good at it. And like that’s that is that right? But then there’s that right? There’s no sales reps that are like the breakdown, like every part of the call, right? You know, like maybe the Sandler system like they break down discovery like they break down like confirming fit, whatever it might be, to really understand like, the nuts and bolts of things, and really want to understand why things work and how they work. And so like, for example, the,

Unknown Speaker
the,

Alli Rizacos
the woman that I hired, that was really kind of, she was starting to feel that way in sales of like, I want to really get into like the process of these things, right? I really want to get into like the how, right, and not just the dashboard kind of recognition, if you will, right. And so that’s kind of the first step is like, is that really in you? Right? Like, do you want to be a builder, it’s really your builder, right? And in sales, you don’t always have builders, you kind of have a lot of people that are like, cool, I didn’t see you later, I’m gonna move on to the next deal. So you really have to look for that like builder mentality. And people.

Adriana Romero
I completely agree. And when you talk about that enablement hire, I, I always tell people to that when you’re looking for somebody who’s going to start an enablement look for exactly the same, that same type of profile. I was very lucky, my first external hire and enablement last year, she was amazing. She did not come from enablement, but her willing to help people willing to understand and be organized into the process. And her organizational skills are far beyond excellent. It was what made me say she’s going to be excellent. And she was and she continues to be. And I think that that’s where we have to give the chance to people and understand look beyond not only what you bring in like that sales acumen. I like to see people that are like, Are you are you good when people ask for help? Like, were you that person that were in school and you like to help your peers? Like, I think that those skills are very important. Yeah,

Alli Rizacos
I think so the area who had just hired she also was an entrepreneur, and which was another big Yes. You know,

Adriana Romero
no, yeah, that’s like a chick. Oh, totally.

Alli Rizacos
There was like, okay, you wanted to build something yourself, right? went through the process of so it, you know, inherently if you’re going to be an entrepreneur and start your own business, you have to have some kind of organizational skills, some kind of planning skills, like, you know what I mean, like that, to me, I was like, okay, like, she’s definitely yes, she hasn’t been an enablement before, but she has so many of the skills that will help her

Unknown Speaker
be really great at it,

Adriana Romero
and she has you. So that’s all that matters, you’re gonna make an amazing enabler out of her. It’s been fascinating to have you here. I love you know, remembering our conversations last year and now seeing you today I’m so so excited to see where you are and how you have evolved. I think it’s super amazing. And I know you will continue to do amazing things, but this is the fun part of the chat. And you know, to for people to get to know you a little bit beyond enablement. So I do a little bit of a rapid fire. You know, tell us alley what book are you reading right now?

Alli Rizacos
So I’ll say two I just finished and this will really kind of show you who I am. I just finished think like a monk by Jay Shetty. And I’m my current book on my nightstand is untamed by Glennon Doyle, which is fantastic for to have those to the date. Yeah, Jay Shetty has been recommended to me

Adriana Romero
various times. So I love it.

Unknown Speaker
It’s good. Yeah,

Adriana Romero
amazing podcast you’re listening to.

Alli Rizacos
So a million I listened to a lot of podcasts, although Unfortunately, not as many because I don’t like to have a transit anymore. But so I’ve just recently started listening to you’re wrong about which takes certain events that have happened and actually digs deeper into the validity and what actually happened within these events. So that’s been really interesting, but my go twos are how I built this love guy, Roz. I love Lewis house. He always has like really, really amazing, super

Adriana Romero
good. I love him too.

Alli Rizacos
He’s just a he’s a great interviewer. I listened to Jay Shetty as well, not as much but then my absolute number one favorite podcast and recommended podcast is a podcast called Pete and Sebastian show. Sebastian Maniscalco. Who’s a famous comedian and Pete Corelli, who’s a less famous comedian. But literally, the purpose of the show is just two comedians talking about their lives. And that’s it. There’s no guests, there’s

Adriana Romero
like, Oh my god, that’s so funny. But

Alli Rizacos
they’re just hilarious because they dissect every little thing that’s ever happened in their day and they just make it so funny by being a comedian and like being observational. So that’s like my absolute go to,

Adriana Romero
that’s amazing. But I’m gonna I’m gonna, you know, follow the next three questions. Who is your most inspiring Canadian? Yes,

Unknown Speaker
honestly,

Alli Rizacos
I would say I don’t have one. It’s, it’s every woman entrepreneur in Canada. Like I actually have a past friend of mine who, from university and her company just went public on the New York Stock Exchange yesterday and I’ve spent the day like looking back at some of our regional Oculus University pictures and like the things that we used to do, and I’m just like, I am so proud to like have ever known you

Adriana Romero
and like good for you. That is amazing. I love it. Chocolate or candy. Oh,

Alli Rizacos
this is so easy chocolate 1,000% chocolate

Adriana Romero
100% there with you. And tell me what is your pet peeve? Um, I was like, I was thinking of this.

Alli Rizacos
I don’t know what to say there’s so many. But I think that this is gonna sound so silly. But and I can’t understand why. But my whole life I’ve hated when especially like when you’re next to them when people pick their nails. And like, the sound of it. My boyfriend does it all the time. And I like look at him with Death Stare. I’m

Alli Rizacos
like, What are you doing? Why are you doing this? And I swear he only does it when he’s around me.

Unknown Speaker
I know it. I know.

Adriana Romero
He knows it bothers you. This is it. Because you know, they say that if you love somebody, you have to love them in their annoying moments. Right. So there you go. Ali, before I let you go. There’s a great question that came through the chat. And, you know, this is a question, you know, she’s looking for a job and enablement leadership. And, you know, she’s she has a slight challenge in justifying companies are showing companies that has a commercial leader, that you know, she has enablement attributes, it could be that’s a person that doesn’t come from a naval background. She’s you know, might be coming from another background, how, you know, how would you actually show your transferable skills when you’re looking for an enablement role?

Alli Rizacos
Yeah, I would, I think I would, I would think about has this company ever had an enablement person before, right? Because most companies haven’t. So a lot of people make assumptions about what an enablement person is, and does or not. And so I’d almost do a bit of an educational session, like in your interview of like, hear from my perspective, is what makes an enablement a great enabler, right. And it’s like organizational skills, like cross functional collaboration by building hearts and minds and being able to build trust, and, you know, all those different attributes, and I would kind of like, basically do like a bit of like, a, this is how I see it. And if you see it differently, that’s okay, then there’s probably not a fit here. But this is my belief system, and what a good enabler is right? So and it’s kind of like Simon Sinek, like people buy from people that believe what they believe, I agree, you don’t want to work for a company that doesn’t believe in the same enablement that you believe in, right? If you’re if, if they believe it’s something fundamentally different. And you’re, you still say, okay, and you work there, you’re going to have a pretty hard time kind of making it all work.

Adriana Romero
Yeah, I completely agree with you. And I think that sometimes that kind of, you know, very squared way of thinking comes from people that are just looking maybe for somebody who has a learning and development skill set. And that should be somebody that does, you know, yeah, do you do? Do you know how to do like, there’s no, no, there has to be somebody who was open? I would say, to your point, I would ask the question. So sir, Mr. VP of sales, what is your understanding about enablement? Do you think I’m just gonna write you know, programs all day? Or do I actually you’re going to provide some value? And to be honest, if they don’t see the value? Maybe that’s not the company you want to work in right now. Right? Totally. Yeah. It’s

Unknown Speaker
an uphill battle between them as

Adriana Romero
much as they’re interviewing exact Oh, all the time. I tell that to people all the time. You, they’re not doing your favor. It’s like dating, you’re both seeing if there’s a match, right? Because, you know, you have to also really like the person that’s interviewing you if it’s going to be your leader, because it’s, it’s important. Like, I remember if I saw if I was interviewing somebody who’s gonna be my manager, and I didn’t see chemistry, like working chemistry. I’m like, I don’t think this is going to work. And to be honest, I went I have not followed that intuition. I have failed. And when I follow that intuition, it’s been the best thing of my life, right?

Alli Rizacos
It’s funny, it doesn’t matter what age you are, what what? What stage of career you’re at, your leader matters and totally leadership,

Adriana Romero
you need to be to be honest, Ollie, what you said about being a leader, I was very lucky, my path, my previous role, I had the most fantastic VP of Sales I’ve ever met. And still to the day, he continues to be my mentor, my guide, and I know you know that, that we will always have that connection. And for me, that’s what made him such a great leader is that I will follow him no matter where you know where he goes, I will follow his advice. I will seek his advice. And I only know that when he gives me feedback, he just wants to make me better, as hard as the feedback can be. So when you get to that type of relationship, man, that’s something you cannot let go.

Alli Rizacos
Totally. I mean, I work for my past leader too. And I followed him to hi boss, so

Adriana Romero
yeah, yeah, that’s true. Ellie It was so nice to have you here. Thank you so much for you know, giving so many great advice and for showing you know all the things that you do so great. there anything you know, any last comments or words you want to leave of the audience with today.

Alli Rizacos
Um, I think I gave a really, you know, great tip already. So I’ll probably leave it at that to not dilute this. Yeah. If anyone wants to talk about that tip or how to do it, or what’s that spreadsheet, they can reach out to me.

Adriana Romero
Amazing. Thank you so much. Thank you everybody for being live today. The session you know, is being recorded, it will be live in our website as well and on LinkedIn, and feel free to connect with either you know, Ali or myself. If you want tips or tricks, you’re looking for a career in enablement in Canada. We’re super happy to help. You know, both Ali and I are members of you know, various communities. So please do that. Thank you again, john, for being our supreme collaborator, and everybody have a fantastic weekend. Thank you.

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