Enablement Account Executive: Pilot Measures

A useful pilot answers a defined rollout question. “Did the platform help?” is too broad for a trial lasting six weeks. An account executive can help a sponsor choose a manager behavior, a participant group, and a review date that fit the available time. The result is evidence leaders can discuss when they decide whether to extend the work.

Theo asks the enablement lead, “What will you decide if the pilot succeeds?” She says, “We would invite three more regions.” Theo asks, “Would weekly use of the discovery rubric by pilot managers be enough evidence for that decision?” She agrees. Sales operations asks to include conversion data. Theo records it as context, explaining that a short trial cannot establish why conversion moved.

The decision shapes the measure. If leaders need to know whether managers can run a review, sample recorded sessions and score whether the rubric was used, whether the seller received a specific next attempt, and whether the manager followed up. A win-rate dashboard would answer a different question and may be affected by deal mix, territory changes, or a seasonal campaign.

Write a pilot charter naming who selects calls, who scores them, how many observations the group will inspect, and when leaders will review the evidence. In roleplay, let a sponsor demand a win-rate guarantee. Explain the bounded question and ask which rollout decision they expect to make. Hand the charter to a colleague and ask them to find every measure without an owner or a source.