Rippling's sales enablement team has grown from 6 to 36 in the last three years

Rippling's sales enablement team has grown from 6 to 36 in the last three years.

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36!

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They support 1,800+ reps at Rippling across the world.

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I worked directly with Jonas Master a few years ago to help roll out their outbound program for the first time. It was a massive success. Wish we could take more credit, but their enablement team was just top notch.

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Jonas believes that enablers CANNOT be order takers.

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Enablement must show up as a trusted advisor.

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It's the difference between...

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❌ "What do you want to prioritize this quarter?"

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Essentially waiting around for sales to tell you what to do. Showing up to meetings unprepared with little to no insight.

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No different than a sales rep working a deal, this immediately positions you as a "commodity." A nice to have.

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You're adding zero value outside of being an extra set of hands.

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✅ "Here's what we're seeing in the org...what are your thoughts?"

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This approach is all about showing up with insights.

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You're IN the business. You're listening to customer conversations. You're talking to reps. You're looking at the data.

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You're bringing insights to the leader that they might not already be aware of:

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- Why reps aren't producing enough pipeline

- What a top rep is doing that the rest of the org isn't

- Processes that are missing

- Areas where managers could hold reps more accountable

- Skill gaps

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And so much more.

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He believes this should be a 50/50 partnership. Enablement is bringing insight, recommendations, and ideas to the table.

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Catch the full episode with Jonas Master here.

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