How can sales organizations improve seller performance and scale enablement without significantly increasing resources?

In this episode of The Emblazers Show, Mike Wallington, Division Vice President of Global Sales Learning & Leadership Development at ADP, discusses how AI is reshaping onboarding, coaching, and sales execution. Mike shares how ADP built a structured development journey that helps sellers ramp faster, improve productivity, and achieve long-term success.

The conversation explores how ADP uses AI-powered assessments, role plays, deal intelligence, and coaching tools to help sellers practice real-world scenarios, improve forecast accuracy, and navigate complex sales conversations. Mike also explains how AI avatars are accelerating product training, knowledge sharing, and enabling content creation across the organization.

For sales leaders and enablement professionals, this episode offers practical strategies for building scalable learning programs, empowering managers with better coaching insights, and preparing teams for the future of AI-enabled selling.

Tune in to learn:

How AI is helping ADP accelerate onboarding and seller development
Ways AI role plays and deal intelligence improve coaching and sales execution
How AI avatars are scaling product training and knowledge sharing

Episode highlights:

(00:00) Introduction
(02:05) Why ADP is planning learning and enablement three to five years ahead
(03:15) Rethinking year one onboarding as a full 12-month learning journey
(05:00) Why year two is the make-or-break stage for seller proficiency
(09:08) How structured learning paths and assessments personalize development
(10:29) Scaling practice through video role play simulations
(13:15) The coaching gap in year two and how leaders can close it
(15:18) Using AI role play to build real sales readiness at scale
(17:35) Inside ADP’s Smart Coach initiative
(21:48) How Gong AI trackers improve forecasting and deal qualification
(36:09) Building an always-on enablement system with global teams and AI avatars

Links and Resources:

Connect with Abby Kerr: https://www.linkedin.com/in/abbycathkerr/
Connect with Mike Wallington: https://www.linkedin.com/in/mikewallington/
Request the replays of your choice from NEXT Revenue Summit 2026: https://win.corporatevisions.com/NEXT-Revenue-Summit-2026-Replay-Request.html

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Learn about Mike Wallington

As Division Vice President of Global Sales Learning and Leadership Development at ADP, Mike Wallington is a recognized leader in sales enablement, talent development, and learning innovation. He oversees the strategies and programs that help thousands of sales professionals accelerate productivity, strengthen selling skills, and achieve long-term success across one of the world's largest sales organizations. Mike is known for transforming onboarding, coaching, and performance development through scalable learning frameworks that blend data, technology, and human-centered enablement.

Learn about Abby Kerr

As Director of Content & Community at Emblaze, Abby Kerr designs content experiences that spark conversations and strengthen the connective tissue between B2B revenue leaders. With a background spanning brand voice strategy, enterprise B2B content, and education, she brings a sharp eye for nuance and a deep understanding of how people learn and grow. A champion of insight-driven storytelling and peer-to-peer learning, Abby helps make Emblaze a place where leaders don’t just consume content—they contribute to it. She’s also a warm, un-shy introvert who reads fiction, asks big questions, and drinks her coffee black.