Sales Enablement

Uber: Global Salesforce Implementation

A high-impact global rollout that enabled nearly 1,900 employees across 13 markets to successfully adopt complex CPQ and CLM workflows.

Skills Highlighted:

Lead large-scale global enablement programs, Design scalable learning architectures, Balance global consistency with regional localization, Drive behavior change across enterprise sales teams, Measure learning effectiveness and adoption, Cross-functional collaboration, Managing tight deadlines/ Competing priorities, Building consensus, Data-Driven Decision Making, Program Design, Curriculum Design, Instructional Design, Train-the-Trainer, Global VILT Facilitation

Project/ Program Management Tools:

SmartSheet, Asana, Google Suite

Learning Tools:

Articulate Rise, Synthesia, Notebook LM, Google Suite, Seismic LMS, Zoom

For an audio summary of project highlights, please click here.

(Created with Notebook LM)

The Challenge

A global enterprise organization launched a large-scale transformation to implement Salesforce CPQ and CLM across 13 international markets. This initiative impacted nearly 1,900 employees, spanning multiple sales roles, business models, and regional workflows.

The complexity extended beyond system adoption. The rollout required:

  • Supporting 7 languages across global regions

  • Enabling three distinct sales models (Retail, Restaurant, Direct)

  • Aligning regional pricing, workflows, and compliance requirements

  • Training a distributed global sales organization with varying technical maturity

  • Coordinating across 85 trainers and coaches worldwide

Because CPQ and CLM fundamentally changed how deals were configured, priced, approved, and contracted, adoption risk was high. Without effective enablement, the organization faced:

  • Reduced forecast accuracy

  • Slower deal cycles

  • Pricing inconsistencies

  • Low system adoption

  • Increased operational friction

The learning challenge was not just delivering training — it was enabling global behavioral change at scale while balancing localization, consistency, and rollout timelines.

My Role

Together with other PMs, I led the learning strategy, design, and rollout execution for the global CPQ/CLM transformation.

My responsibilities included:

  • Envisioning global enablement strategy and learning architecture

  • Conducting stakeholder alignment across regional sales leaders

  • Designing localized, scalable learning solutions

  • Partnering with SMEs across product, sales operations, and regional teams

  • Developing microlearning-based curriculum to reduce live training burden

  • Developing and leading live facilitation sessions to provide hands-on practice and drive adoption

  • Supporting train-the-trainer strategy across 85 global facilitators

  • Designing assessments and adoption measurement strategy

  • Monitoring rollout performance and learner outcomes

I worked cross-functionally with:

  • Sales leadership

  • Revenue operations

  • Product teams

  • Regional enablement leads

  • Technical SMEs

  • Global training facilitators

The Solution Design

Given the scale and global complexity, I designed a blended, scalable learning ecosystem focused on adoption, not just knowledge transfer. Key design decisions included:

Scalable Microlearning Strategy

Instead of relying heavily on live training, I implemented short, targeted microlearning modules to support:

  • Global time zone constraints

  • Language localization

  • Just-in-time learning

  • Reduced trainer dependency

This approach significantly reduced synchronous delivery hours while improving accessibility.

Global + Localized Learning Model

I designed a core global curriculum supported by regional localization layers:

Global Core

  • CPQ/CLM fundamentals

  • End-to-end deal lifecycle

  • Core workflows

  • System navigation

Regional Localization

  • Pricing differences

  • Market-specific workflows

  • Language localization

  • Compliance requirements

This model balanced consistency with regional flexibility.

Train-the-Trainer Model

To support global rollout, I implemented a distributed enablement model:

  • 85 global trainers and coaches

  • Regional facilitator guides

  • Localization support

  • Coaching enablement tools

This allowed the organization to scale training without central bottlenecks.

Solution Structure

The final learning ecosystem included:

Pre-Launch Learning

  • Role-based learning paths

  • CPQ/CLM fundamentals

  • Business process changes

  • System navigation basics

Core Learning Curriculum

Microlearning Modules

  • CPQ deal configuration

  • Pricing and discount workflows

  • Approval processes

  • Contract lifecycle management

  • Regional workflow variations

Practice + Application

  • Scenario-based exercises

  • Role-specific simulations

  • Guided workflow practice

  • Knowledge assessments

Trainer & Leader Enablement

  • Train-the-trainer sessions

  • Facilitator guides

  • Regional coaching tools

  • Leader enablement materials

Reinforcement

  • Just-in-time learning resources

  • Job aids

  • On-demand microlearning

  • Coaching support

The Outcomes

The global rollout delivered strong adoption and learning performance across regions.

Learning Effectiveness

  • 91% average assessment score globally

  • 93% assessment score in APAC (highest performing region)

  • Strong learner comprehension across complex workflows

These results indicated that learners successfully understood new CPQ/CLM processes.

Engagement & Completion

  • 80% overall training completion rate

  • 75.5% completion in CPQ/CLM advanced learning

  • Regional variation highlighted opportunities for targeted reinforcement

While completion varied, knowledge scores showed high learning effectiveness among participants.

Global Adoption Success Indicators

Success was measured using:

  • Assessment performance

  • Training completion rates

  • Regional engagement data

  • Trainer participation

  • Learner feedback

Additional qualitative outcomes included:

  • Improved global process consistency

  • Faster onboarding for new workflows

  • Increased learner confidence in CPQ/CLM

  • Scalable enablement model for future rollouts