Technical Fluency: The New Superpower for Admins

Why Technical Fluency Matters More Than Ever

In an era where sales tools and platforms evolve almost monthly, staying fluent in technology has become a core leadership skill—not just a technical one. At The Middle Six®, we believe technical fluency is the new competitive edge. It empowers sales leaders, admins, and enablers to go beyond “keeping the lights on” and start shaping the systems that actually drive revenue.

That’s exactly the perspective our own Amy Kant, Sales Architect at The Middle Six, shared recently on Crunch Time with Crispy, hosted by Crispy Barnett. The conversation centered on a simple but powerful question: What separates a good admin from a truly impactful one? The answer, again and again, came back to technical fluency.

Defining Technical Fluency

So, what do we mean by “technical fluency”? It’s not about being a coder or IT engineer. Instead, it’s about understanding enough of how systems work together to:

Spot inefficiencies and fix them.
Connect tools across the sales tech stack.
Automate repetitive work so humans can focus on selling.
Translate business needs into practical, scalable processes.

For admins and sales enablers, technical fluency is what transforms a CRM from being “just a database” into a true revenue-driving engine.

The Admin as a Strategic Leader

Too often, admins get painted as the behind-the-scenes support. But as Amy pointed out on the podcast, a technically fluent admin is more like an architect: they design the systems, workflows, and dashboards that determine how efficiently sales teams can operate.

This shift repositions the admin role from “fixer” to strategic leader. When admins understand the tech deeply enough, they’re not only able to make processes run smoothly, they’re also able to:

Influence leadership decisions with real-time data.
Train sales teams on practical tools they’ll actually adopt.
Ensure consistency across workflows, even in complex, matrixed organizations.

At The Middle Six, we’ve seen this play out in countless client projects. Companies that invest in admins with technical fluency end up with cleaner data, better adoption, and faster paths to revenue.

Technical Fluency in Action

On Crunch Time with Crispy, Amy shared real-world examples of how technical fluency pays off:

Turning chaos into clarity by designing custom workflows that remove friction.
Preventing lost opportunities through automated follow-up tasks.
Driving adoption by tailoring HubSpot setups to how sales teams actually work.

These aren’t just technical wins - they’re business outcomes. By mastering the “language” of technology, admins can connect the dots between day-to-day sales activity and the bigger picture of revenue growth.

The Sales Enablement Lens

For sales enablement leaders, technical fluency is no longer optional. Your tech stack, whether it’s HubSpot, Salesforce, or a combination of tools, only delivers value if it’s designed and used effectively. Without technical fluency, even the most advanced platform risks becoming “shelfware.”

Sales enablement best practices now demand a balance of art and science:

The art of coaching, content, and communication.
The science of processes, data, and automation.

Technical fluency is the bridge that makes both sides work together.

Final Thought: From Admin to Change-Maker

Amy’s podcast appearance underscores a truth we see every day at The Middle Six: the future of sales enablement belongs to those who embrace technical fluency.

It’s what allows admins to step into the spotlight as change-makers. It’s what empowers sales leaders to trust their systems and their data. And it’s what turns “just another tool” into a platform that actually fuels growth.

Want to hear more?
Check out Amy’s full conversation with Crispy Barnett here: Watch on YouTube.

And if you’re ready to explore how The Middle Six can help your team harness technical fluency to build sales processes that actually stick, connect with us here.