From enablement to sales performance engineering, with Okta's Lauren Silvers

Bringing a fresh perspective to The Sales Compensation Show, Lauren Silvers, Director of Sales Transformation at Okta, joins Nabeil Alazzam for a wide-ranging conversation on enablement, RevOps, AI, and the future of sales performance. Lauren shares why enablement is evolving into sales performance engineering, how organizations can drive meaningful behavior change across the go-to-market team, and what it takes to build systems that help sellers perform at their best in an increasingly AI-enabled world.

AI can help sales organizations generate more research, outreach, and activity than ever before. But does more sales activity lead to better performance?

In this episode of The Sales Compensation Show, Nabeil Alazzam sits down with Lauren Silvers, Director of Sales Transformation at Okta, to explore how RevOps and enablement leaders need to rethink the systems surrounding seller performance.

Lauren sees that enablement is moving beyond training delivery and toward sales performance engineering: identifying the barriers to productivity across people, processes, technology, data, and workflows, then redesigning the environment so sellers can do their best work.

The conversation also gets into one of the most persistent assumptions in sales operations: that activity is a reliable proxy for performance. As Lauren observes, top sellers are often highly selective about how they use their time. And as AI makes it easier to produce emails, touches, and other visible activity at scale, precision and judgment stand to become more valuable performance signals than volume alone.

Tune in to hear Lauren and Nabeil discuss:

Why enablement is rapidly evolving into sales performance engineering—and the capabilities leaders will need to stay ahead
How a vivid “change story vision” can align executives around a long-term transformation while maintaining near-term momentum
Why scaled AI-generated outbound failed
How Lauren begins any diagnosis of the performance system before sales transformation
Why sellers can't be expected to act as the integration layer between enablement, product marketing, RevOps, and compensation
How to consider enterprise AI adoption (requiring thoughtful data architecture, permissions, governance, and prioritization)

Lauren also shares how her background in academia and strategy consulting shaped her approach to systems design and organizational change.

Listen for a practical discussion about building a more connected sales-performance operating model.