Every enablement team has more good ideas than capacity. If you’re the only enablement resource in your region, or part of a lean team, you feel it every week. So how do you choose the few things that will make the biggest difference to sales performance? This is a personal story about how my thinking is changing. I used to focus primarily on selling skills and coaching, and I’m now looking at the system around the seller. I’ll share what we’re putting into practice at Klaviyo. You’ll explore: • A few simple commercial levers can provide insights into where to focus. • When reps and managers work as one system, changes occur. • Enablement work should be connected to commercial impact. Leave with one question to take back: where could a single change to your sales performance system outweigh running ‘another enablement program’? Skills build capability. Systems make it repeatable.