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The Enablement Framework That Drives Real Revenue: Nick Lawrence on Performance Modeling

In this episode of The Adoption Curve, I sit down with Nick Lawrence, Revenue Enablement Lead at Databricks, to discuss shifting from skills training to outcome-driven enablement and share practical frameworks for learning & development leaders, enablement specialists, and sales ops professionals.

Nick reveals the importance of focusing on “competence” — the actual outputs reps produce — rather than just competencies, and explains why true enablement is about designing the environment for performance, not just delivering knowledge.

We also dive into his performance modeling framework—outcomes, outputs, and obstacles—that you can implement immediately to improve measurable pipeline and win-rate outcomes.

If you’re an L&D professional, enablement leader, or sales operations manager looking to align training with real business results, this conversation provides the exact steps you need.

💡 FREE RESOURCE: The OUTCOMES → OUTPUTS → OBSTACLES Framework - book.iorad.com/adoption-curve-episode-10

SOCIALS:

👨‍💻 Connect with Sean – https://www.linkedin.com/in/sean-adams-sales/

👨‍💻 Connect with Nick – https://www.linkedin.com/in/elevatingenablement/

🌍 IORAD website – https://www.iorad.com

⏰ TIMESTAMPS

00:00: Intro & Nick’s transition into revenue enablement

02:11: Defining enablement vs training vs performance consulting

09:34: Competence vs competencies—what truly matters

14:06: How to map outcomes → outputs → enablement actions

20:30: Bringing tools into strategy, not the other way around

25:44: Environment vs event: designing systems, not webinars

33:07: Incentives, champions & change management tips

38:10: How to measure enablement impact beyond SPR

#EmployeeEnablement #L&Dstrategy #ChangeManagement #TechAdoption #PerformanceEnablement