Sales Enablement Manager Job Description and Templates

What is a sales enablement manager?

A sales enablement manager is responsible for managing and supporting the sales team so they can effectively sell your company’s products or services. This support can take on many forms.

It includes designing sales enablement programs and training sessions to help the team improve their performance, learn the latest tools, or stay up to date on changing business trends. Additionally, the manager must also provide the sales team with the necessary learning materials and resources, demos, customer reviews, and testimonials needed to drive sales.

However, the role of a sales enablement manager isn’t just restricted to the sales function. They must also act as a liaison between sales and marketing, ensuring smooth collaboration between the two. This collaboration is necessary to guarantee that all marketing efforts are optimized for generating more leads.

Sales enablement manager’s main responsibilities

The sales enablement manager must constantly keep an eye on a diverse range of tasks. These range from analysis and research to sales training and support to overlooking marketing content.

Amidst all this, it’s hard to keep track of what the manager’s key responsibilities here, so we list them down below:

• Define and execute a comprehensive sales enablement strategy, aligned with overall business goals.
• Develop and manage all sales collateral tailored for different stages of the customer journey and various user segments.
• Design and conduct onboarding and training programs for the sales team focused on product knowledge, sales techniques and best practices, and industry trends.
• Evaluate and implement relevant tools to boost productivity and train the sales teams on the effective use of CRM systems and sales analytics tools.
• Monitor and analyze sales performance metrics to measure effectiveness and identify areas for improvement.
• Conduct market research to inform sales strategies and enable the sales team to position the company’s products effectively.
• Work closely with marketing to create relevant content for lead generation and with product management to stay updated on product roadmaps and upcoming releases.

Sales enablement manager job description and template

Here is a sample of what a typical sales enablement manager job description will look like:

At [Company X], we are seeking a Sales Enablement Manager to help maximize sales team productivity as we continue growing and bringing on more customers with various needs. The ideal candidate will have a keen eye for identifying gaps in the sales process and an innovative mindset for optimizing sales performance. The candidate should be a highly skilled market analyst with a proven ability to strategize and implement enablement programs that empower the sales team.

Key Responsibilities:

• Develop and implement a comprehensive sales enablement strategy that aligns with the overall business objectives and sales goals.
• Create and maintain sales enablement content such as customer success playbooks, training materials, presentations, product documentation, case studies, and competitive analysis.
• Design, deliver, and continuously improve sales training programs to enhance the skills and knowledge of the sales team.
• Evaluate, implement, and manage sales enablement tools and technologies to improve productivity and effectiveness.
• Monitor and report key performance indicators (KPIs) to measure the effectiveness of sales enablement initiatives.
• Work closely with sales, marketing, product, and other departments to ensure alignment.
• Regularly study market trends, competitive landscape, and customer needs to inform sales strategies.
• Assist the sales team in preparing for customer meetings, including the development of customized software presentations and proposals.

Required Skills and Qualifications:

• Bachelor’s degree in Business, Marketing, Sales, or a related field. An advanced degree (MBA) is preferred.
• 5+ years of experience in sales enablement, sales operations, or a related role within a SaaS environment.
• A strong understanding of SaaS sales and key methodologies.
• Exceptional written and oral communication and presentation skills.
• Proficiency in using sales enablement tools.
• Analytical skills with the ability to derive insights from data.
• Ability to work collaboratively with cross-functional teams.

Best practices to be a great sales enablement manager

• Take time to understand sales needs: To create useful support content and enablement initiatives, you must focus on first understanding the challenges, goals, and needs of the sales team.
• Provide targeted training: Most enablement managers don’t succeed in making an impact because they deliver generic training that doesn’t address the skill gaps and knowledge needs of the sales team.
• Create custom content: Don’t mass-produce sales resources based on general use cases. Instead, design custom content as needed for specific use cases and customer types for maximum impact.
• Don’t say no to technology: Leverage the right tools to effectively streamline the sales processes, automate repetitive tasks, and empower the sales team to work more efficiently.
• Regularly incorporate feedback and iterate: At regular intervals, collect feedback from the sales team to understand their changing requirements and challenges. Then, use this feedback to iterate and refine your sales enablement programs.

Sales enablement manager FAQs

• What is the main difference between sales operations manager and sales enablement manager? The sales operations manager is responsible for leading the day-to-day of the sales team, defining sales processes, and making sure that the team is on track to meet goals. In contrast, sales enablement managers focus on empowering the sales team with the help they need to achieve those targets.
• Is sales enablement a stable career? No matter the company, sales is always a safe career path. Considering the close role sales enablement plays in boosting and optimizing sales, it is a given that this role will offer a stable career path as well. In fact, the role is now in high demand in certain industries, since companies are realizing that sales and sales enablement require two distinct skill sets and expertise.
• Who does a sales enablement manager report to? Typically, sales enablement managers either report to sales or marketing heads. However, companies have now started establishing separate sales enablement teams as well, with their own directors to report to.
• What are the goals of sales enablement? The goal of sales enablement is to drive sales revenue and to do so by helping the sales team close deals and win over customers seamlessly.

Conclusion

We hope this guide has provided you with valuable insights into the roles and responsibilities of sales enablement managers.

By understanding the key responsibilities and skills required, you can make informed decisions and take meaningful steps in your career or recruitment journey.

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