As technology continues to advance, sales and marketing are becoming more complex. A sales enablement process is designed to develop and improve performance. In this article, we will explain what a Sales Enablement Manager does, how the role is different from a Sales Manager, and list the duties and responsibilities of the job. We will also look at current and projected job growth for this position.
What is a Sales Enablement Manager?
As a Sales Enablement Manager, it is my responsibility to design and deploy programs, tools, and initiatives that help my sales teams execute their core responsibilities. This allows them to sell more, and increase revenue.
The job responsibilities of the sales enablement manager can vary greatly from organization to organization and depend largely on the size and structure of that team.
The job of many a sales team is to sell, and the job of the sales ops team is to help them do that. Sales ops teams help salespeople be more efficient, effective, and productive.
A Sales Enablement Manager is tasked with helping a Revenue Team meet its goals by being involved in the day-to-day activities. By being involved, the SE is able to help build support for initiatives, which will drive results and success.
A sales manager’s role is to execute the tactical tasks needed to help enable sales teams, ensuring their efforts are aligned with the strategic objectives set by the company. In doing so, they help improve overall revenue growth.
The importance of a sales manager cannot be overstated. As an active member on the sales team, they are in a unique position to help drive process improvements and increase revenue. While they can’t fix every problem, their contribution is essential to overall growth.
Job Description For A Sales Enablement Manager?
The job of today’s Sales Enablement Manager is multi-faceted, but there are certain core competencies that successful candidates should possess. These include:
Responsibilities of a Sales Enablement Manager
As a Sales Enablement Manager, you will be tasked with managing the performance of your team, aligning them with company goals, and measuring their output.
A Sales Enablement Manager is responsible for creating and executing the strategies that will help a sales team perform better. A sales manager helps with training sales representatives, content creation, analytics, and aligning goals with other teams.
Qualifications & Experience
- A bachelor’s degree or equivalent work experience will also be considered.
- Sales experience, preferably in an inside or field role, and a working knowledge of how to sell, how to train, and how to support.
- A track record of measurable success with helping businesses achieve desired results, such as higher conversion rates, shorter buying cycles, and increased revenue.
- Demonstrated experience in leading change within an organization.
- Participation in Sales Enablement Groups or Communities.
Skills of a Good Sales Enablement Manager?
A skilled sales manager understands the intricacies of managing a sales force. They must be able to juggle multiple responsibilities, including training, coaching sales reps, and motivating them.
Here are some skills a sales enablement manager should have.
Hard Skills
Data driven- As a manager, it is not only your obligation to come up with and implement new ideas, but you also have to measure their success and make adjustments as needed. For example, if you are tasked with creating training materials, you should analyze the sections that taught your team the most effectively.
Tech savvy. The overwhelming majority of sales teams use platforms to support them, as well as using a content management system and customer relationship management system. Manager should be expert in his tools, and be able to design initiatives to encourage their utilization.
Project management skills– Sales Enablement Managers are responsible for overseeing the execution of all projects, and should possess strong management skills. They should be able to strategize which projects are most impactful, and should also be able to foresee potential obstacles and prioritize accordingly.
Understanding of customer journeys. As the market continues to evolve, it is essential for the sales manager to have a thorough understanding of evolving buying processes.
Soft Skills
Excellent communication skills is vital for a sales enablement professional. They must be able to listen to, speak to, and write clearly and concisely in order to build rapport, collaborate with others, and effect behavioral changes.
Active listening is when you listen to what someone says and remember it. It’s not necessarily a talent, so it’s something you have to work on.
Active listening skills are important in sales, as you need to be able to understand what your prospects are saying.
Being agile and open to new ideas is also important, as you need to constantly be looking for new ways to improve your sales process.
Collaboration is also key, as you need to work with internal teams in order to implement changes.
Finally, time management is an important trait to have, as you will need to optimize processes in order to get the most bang for your buck.
The Average Salary of Sales Enablement Manager
As of 2020, the average annual pay for a Sales Enablement Manager is $99,299, with the lowest 10% earning $63,000 and the highest 10% making $147,000. These figures can vary depending on the individual’s sales enablement experience, the location, and the industry.
This range can be attributed to a number of factors, such as the location of a company and the industry they’re in, as well as the type and level of experience they have.
The length of time you’ve been in sales is also an important factor. Sales Enablement is a relatively new field, so those with more tenured experience in sales are in greater demand and will likely command a higher salary.
Conclusion
In conclusion, the enablement manager is a vital role in any organization. They are responsible for bridging the gap between Business and IT, and ensuring that projects are completed on time and within budget. If you’re looking for a challenging and rewarding career, then this may be the perfect role for you!
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