February 1, 2024
From Athlete to Sales Enablement Leader: Jen Haskell’s Journey
In the latest episode of “Merchants of Change,” host JR Butler sat down with Jen Haskell, a former three-sport college athlete and now a leader in sales enablement. Jen’s unique journey from being an elite athlete to shaping sales professionals provides valuable insights for anyone considering a transition into sales.
Athletic Background and Early Career
Jen’s sports journey is impressive. She was on the path to playing Division I basketball and Division II softball but chose to attend a Division III school to play basketball, softball, and volleyball. This decision was driven by her passion for all three sports. Among her proudest athletic achievements is being the first female at her college to score 1,000 points in basketball. Jen credits her competitive spirit and teamwork skills developed during her sports career as foundational to her professional success.
Transition to Sales and Sales Enablement
Jen’s path to sales was unconventional. Initially aspiring to be a sports agent, financial constraints led her to a corporate role instead. She discovered her love for teaching and coaching, which naturally evolved into a career in sales enablement. Despite never holding a formal sales title, Jen has always been in roles where selling and persuasion were key components.
Adapting Training for Different Generations
Jen highlighted the importance of adapting sales training to cater to different generations. Millennials, for example, thrive with a blend of traditional and digital training methods. Gen Z, having grown up with smartphones and short-form content, respond better to brief, focused coaching sessions. Jen emphasizes the importance of a blended learning approach, incorporating self-paced learning, hands-on practice, and digital tools to cater to various learning styles.
Key Advice for Aspiring Sales Professionals
For those new to sales or considering a career shift, Jen advises being proactive in leveraging sales enablement resources. She encourages new sellers to actively engage with their sales enablement teams, seek continuous feedback, and integrate training into their daily routines. This proactive approach not only accelerates learning but also builds a strong internal brand as a go-getter.
Building Effective Sales Enablement Programs
Jen’s playbook for sales enablement includes several core components. For sellers, it emphasizes time management, building and managing pipelines, and strategic planning. For leaders, it focuses on understanding team dynamics, emotional intelligence, and empowering their teams rather than solving every problem for them. Jen believes that effective sales enablement is about creating a supportive environment where sellers can thrive.
Final Thoughts
Jen’s love for sales stems from her passion for being part of a team and helping others succeed. She highlights the importance of having a clear vision, being adaptable, and continuously seeking input from others. Her sports background has instilled in her a strong work ethic and the ability to push through challenges, qualities she believes are crucial for success in sales.
Jen’s journey from a multi-sport athlete to a leader in sales enablement is a testament to the transferable skills athletes and military veterans bring to the sales profession. Her story underscores the value of teamwork, adaptability, and relentless pursuit of excellence—qualities that are essential in both sports and sales.
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