We’ve talked a lot about running Carefrontation workshops and how to make them engaging, valuable, and actionable. But here’s the truth: the workshop itself is only half the battle. What really matters is what happens after. If the insights, exercises, and action plans end the moment the session closes, you’ll see little long-term impact. The follow-up is where real change begins—and it looks different depending on your role.
Whether you’re a manager, a sales enablement professional, or an individual contributor, the way you approach follow-up will shape how well Carefrontation principles take root. Each persona carries a different level of authority and influence, and understanding how to lean into that role is key. Here’s how you can take ownership, no matter where you sit in the organization.
For Managers: Reinforce and Normalize
As a manager, your authority gives you the unique ability to set the tone for how Carefrontation is practiced day-to-day. Following up means creating consistent spaces for reflection and reinforcing behaviors you want to see stick.
How to follow up as a manager:
- Schedule a short follow-up session (15–20 minutes) during a team meeting to revisit the personal action plans participants created. Ask volunteers to share one thing they’ve tried.
- Model vulnerability by sharing how you applied Carefrontation in your own conversations and what you learned.
- Keep the language alive—use Carefrontation terms in meetings and call out examples when you see them in action.
The key here is consistency. If your team sees Carefrontation as a “one-and-done” workshop, it won’t embed into the culture. Your job is to make it part of the rhythm.
For Sales Enablement Professionals: Systematize the Learning
If you’re in enablement, your role is less about direct authority and more about creating structure, resources, and opportunities for practice. Your follow-up should make it easier for managers and reps to apply what they learned.
How to follow up as enablement:
- Provide quick-hit resources like cheat sheets, call scripts, or reminder emails that reinforce workshop concepts.
- Run optional office hours or small-group sessions where reps can practice scenarios and get real-time coaching.
- Build Carefrontation into existing rhythms—pipeline reviews, deal coaching, or onboarding modules—so it doesn’t feel like an extra burden.
Enablement’s power lies in scaling the practice. Your goal isn’t to own every conversation, but to create the systems where good conversations can thrive.
For Individual Contributors: Own Your Growth
As a rep or team member, you may not have the authority to set up follow-up sessions or create formal processes. But that doesn’t mean you’re powerless. In fact, your personal commitment to Carefrontation can create ripple effects in your team.
How to follow up as an IC:
- Revisit your personal action plan weekly—pick one conversation where you’ll consciously apply Carefrontation.
- Ask a peer for feedback on how you handled a conversation and use it to improve.
- If you’re not seeing structured follow-up from your manager, request a quick 1:1 check-in to discuss how you’re applying workshop takeaways.
Owning your follow-up is about demonstrating that you’re serious about growth. Even without formal authority, consistent application will build credibility and might even inspire others to keep the practice alive.
No matter your role, the follow-up is what cements Carefrontation as more than a workshop—it becomes a way of operating. The challenge is that follow-up looks different at each level of authority. Managers reinforce, enablement systematizes, and ICs own their personal growth. Done well, these layers stack together into a culture where feedback flows naturally, tensions are addressed directly, and collaboration strengthens.
And remember: if your organization doesn’t operate in a Carefrontation model, follow-up becomes even harder. Without that safe space to share tough truths, people will pull back from the exact conversations that matter most. The workshop gives you a starting point. The follow-up ensures it doesn’t end there.
