Main Responsibilities and Required Skills for Sales Enablement Manager

A Sales Enablement Manager is responsible for providing training to the sales team. They create, implement and develop the overall sales enablement strategy in order to maximize customer retention and revenue. In this blog post we describe the primary responsibilities and the most in-demand hard and soft skills for Sales Enablement Managers.

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Main Responsibilities of Sales Enablement Manager

The following list describes the typical responsibilities of a Sales Enablement Manager:

Adhere to

Adhere to team standards for processes and documentation.

Administer

Administer the company's CRM system to ensure process, tracking and analysis needs are met.

Analyze

Analyze data to identify error trends and patterns and recommends improvements.

Assemble

Assemble a qualified team.

Assume

Assume accountability for quality control of all proposal / presentation deliverables.

Audit

Audit and maintain business listings and location directories across the web.

Build

Build account relationships proactively and predictably.
Build a training program for the B2B sales team and lead this training.
Build a trusted relationship with Sales Executives and Partner Success Managers.
Build role-specific onboarding tracks to help new hires learn our sales process more quickly.

Coach

Coach internal resources on how to deliver courses and roll out resources you have developed.

Collaborate with

Collaborate alongside product marketing to help communicate product changes and releases.
Collaborate with sales team leads and managers to determine sales enablement priorities.
Collaborate with teams and across departments both locally and globally.

Communicate

Communicate enablement strategy and KPIs to stakeholders.
Communicate program efficacy status regularly with partners and executive sponsors.

Conduct

Conduct ongoing training to improve performance and enhance employee and manager skill sets.
Conduct process mapping, analysis, and redesign to drive operational improvements.
Conduct thorough analysis and diagnosis of problems.

Coordinate

Coordinate educational content for ongoing training.

Create

Create and deliver sales training programs based on team needs.
Create and develop relationships by building events, partnerships.
Create and execute Sales Onboarding and ongoing Sales Training with reinforcement and measurement.
Create and manage strategy and execution of a new sales rep onboarding and ongoing sales training.
Create and monitor sustainable feedback loops to capture and report on all enablement KPIs.
Create a Sales Academy and certification program.
Create best-in-class sales materials including brochures, presentations and product demos.
Create compelling outward-facing material.
Create, implement and develop the overall sales enablement strategy.
Create monthly market snapshots and city market updates for new business presentations.
Create the course in our LMS system and test before final publishing.
Create the monthly supplier payment run ensuring the given information is correct.
Create, update and manage sales materials used throughout the sales process in our knowledge base.
Create Vertical Acumen Certifications.

Customize

Customise and drive a new sales methodology and process to align all commercial functions.

Define

Define the optimum prospecting cadence and drive compliance.

Deliver

Deliver engaging and effective face-to-face and virtual product training sessions.

Design

Design and deliver assessment & certification programs.
Design Battlecards for the Sales team to win against competition.

Determine

Determine sales enablement priorities with sales stakeholders.

Develop

Develop a culture of performance and competition through contests and Sales Incentive Programs.
Develop and enhance functional competencies.
Develop and execute training programs for the Sales team.
Develop and monitor performance frameworks for your training programs.
Develop a sales communications strategy to enhance messaging for broader awareness and adoption.
Develop Go-to-market plans in partnership with key stakeholders.
Develop, maintain, analyze and improve the commercial data reporting and analytics.
Develop, maintain, improve and train of the UEI CRM tool and related Sales Systems.
Develop materials to reinforce learnings.
Develop ongoing training and sales efficiency of the commercial team e.g..
Develop programs and road map for internal sales and reseller sales training.

Drive

Drive consistency in systems and processes.

Engage

Engage and speak authoritatively to senior executives at Fortune 500 companies.
Engage with Seismic Customer Success on key initiatives.

Ensure

Ensure AEs are supported with tools, campaigns and campaign lists for business development campaigns.
Ensure change requests fit within the guidelines of the global core established for SFDC.
Ensure changes are educated to all key areas of the business in a timely manner.
Ensure our new and existing reps are both onboarded and ‘everboarded' well.
Ensure Sales have the collateral and information they need to support the entire revenue lifecycle.

Establish

Establish and maintain standard processes, templates and metrics.
Establish departmental objectives, KPIs, and Sales Enablement roadmap.

Evaluate

Evaluate sales improvement and enablement technologies.

Excel

Excel in establishing relationships to gain trust from colleagues and influence the business.

Execute

Execute a high-quality on-boarding program for sales reps globally.
Execute critical initiatives within the Sales Enablement Charter.

Facilitate

Facilitate alignment between Sales, Marketing, Ops and Product teams.
Facilitate contacts, positioning and adoption by providing intel and relevant information.
Facilitate content creation and use with sales and marketing teams.

Gather

Gather and relay feedback to continuously iterate on the enablement strategy.
Gather key insights and collaborate with global, cross-functional teams.
Gather ongoing operator feedback and market insights.

Generate

Generate a two-way communication loop with internal stakeholders.
Generate key reports to manage pipeline and status, highlighting risks and priorities.

Identify

Identify and assess technical needs and requirements in our EMEA partner community.
Identify and incorporate new trends and tools in employee development.
Identify appropriate content and messaging to support sales strategy.
Identify best practices and innovations to improve win rates and sales efficiency.
Identify content gaps and organize content with a content map for the company.
Identify, share and scale best practices for strongest and quickest pipeline conversion.
Identify skill gaps and conduct appropriate training sessions for performance improvements.
Identify where more resources are needed and provide recommendations to the relevant teams.

Improve

Improve sales certification rates, sales ramp, sales conversion rates, and quota attainment.
Improve training, content and supports document creation.

Incorporate

Incorporate training paths and content into online learning and content management platforms.

Increase

Increase efficiency by facilitating the deployment of tools, processes and trainings.

Inherent

Inherent drive and desire for continuous improvement.

Lead

Lead by example and model behaviors that are consistent with the company's values.
Lead on content development for quarterly sales kickoffs and assist with weekly sales meetings.
Lead vendor training engagement.

Leverage

Leverage data-driven approach to improve pipeline, segmentation and targeting, and sales motion.
Leverage technology tools to support team efficiently (e.g. SharePoint, MicrosoftTeams).

Liaise with

Liaise with external accountants.
Liaise with our Knowledge Management team on management of users, groups, profiles, and permissions.
Liaise with sales operations to manage and deliver weekly sales coaching sessions.

Maintain

Maintain a catalog of marketing materials and assets that can be viewed by the sales organization.
Maintain a variety of different spread sheets to monitor financial and contractor information.
Maintain library of frequently used materials, team bios and headshots, and pursuit pipeline.
Maintain ongoing report of projects and status.
Maintain our sales knowledge library, using it to inform what we need to create and publish.
Maintain portfolio of enablement programs including onboarding.
Maintain profitable growth Index management and reporting for our Vice President for Sales.

Make

Make operational changes to improve customer experience.

Manage

Manage accounts payable helpdesk for all accounts related issues.
Manage and coach an efficient Global Sales Enablement team.
Manage and coach team of Sales Ops Administrators and Sales Ops Analysts.
Manage Cases entered in SFDC and respond to requests / issues within the defined SLA.
Manage, execute and measure agreed objectives.
Manage internal communications and feedback loop between sales and marketing departments.
Manage multiple proposals and presentations simultaneously.
Manage out-sourced projects to ensure their timely and on-brand completion.
Manage relationship with overseas resource for prospecting and research lists.
Manage the technology used for Sales Enablement like CRM & Sales Enablement tools.
Manage various process improvement projects already underway that impact Business Sales & Marketing.
Manage various sales enablement projects and coordinate sales enablement activities.

Map

Map out training plans and schedules, and ensure flawless execution of training sessions.

Maximize

Maximize customer retention and revenue.

Measure

Measure engagement and results from your enablement programs.
Measure the efficiency of training programs and continue to evolve training initiatives as required.
Measure the impact of enablement solutions and make changes if needed.

Minimize

Minimize time spent by sellers and customer success teams on non-revenue generating activities.

Monitor

Monitor and track usage and acting on feedback across training initiatives.
Monitor, request and respond to online reviews.

Navigate

Navigate online resources.

Operate

Operate in a state of continuous process improvement.

Optimize

Optimize our new hire onboarding program.

Oversight

Oversight for the execution of forward-looking content calendar across all asset classes.

Own

Own key Sales Development programs within the Sales Enablement organization.

Prepare

Prepare reports for day-to-day decision making and use data to make strategic recommendations.
Prepare strategic data analysis and partner with analytics and management to establish sales targets.

Process

Process all company expenses and provide support to other employees where necessary.
Process documentation and management experience.

Produce

Produce digital content at industrial scale to maximize efficiencies.

Provide

Provide accurate and on-time information to key stakeholders.
Provide ad-hoc analysis and reports as require.
Provide a feedback loop for the sales and product teams relating to the development of new features.
Provide effective onboarding and training materials / programmes for the sales team.
Provide excellent customer service.
Provide training and best practice guides to salespeople about the product and sales process.

Recommend

Recommend and develop content, processes and tools to enable stage acceleration.
Recommend and implement new content formats, tools, channels and processes to increase conversion.

Reinforce

Reinforce and drive adoption of our sales messaging, sales process and sales planning program.

Research

Research, implement, and guide the adoption of productivity tools and learning platforms.
Research prospects' business and objectives to contribute to sales strategy.

Review

Review required processes and documentation tools to support the Sales team.

Share and optimize internal communication.

Stay abreast of

Stay abreast of research trends and technology tools to implement in sales enablement efforts.

Streamline

Streamline process communication between Sales, Operations, and Finance teams for monthly forecast.

Support

Support and action national / regional initiatives and provide feedback and increase team engagement.
Support our sales enablement environment and tools (e.g., sales enablement platform).
Support sales team to constantly increase new business and expand sales opportunities.
Support the creation of content for specific commercial meetings.
Support the Forecasting and Budgeting process.
Support the Planning and execution of Sales Kick Offs and Methodology Trainings.
Support with Bank Reconciliation – monthly, weekly and supplier payment runs.
Support with monthly internal wages run.

Take

Take ownership and responsibility.

Track

Track and Analyze Insights on Field performance based on Enablement programs.
Track and analyze onboarding effectiveness.
Track and resolve accounting problems and discrepancies as needed.
Track record of coaching sales teams and working with sales managers to help them hit targets.
Track sales enablement metrics and KPIs - providing updates to stakeholders.
Track the results of and collect feedback for new business pursuits.

Train

Train sales team on best use of marketing and sales enablement materials.

Understand

Understand institutional campaigns and the ability to navigate Salesforce and Pardot.
Understand the customer's business and value drivers.

Update

Update existing new hire onboarding programs.

Upload

Upload customer and supplier invoices onto Sage – both Accounts Receivable & Payable.

Use

Use and interpret data to proactively provide analytics and insights.
Use performance data to identify knowledge or skill gaps across the sales team.
Use sales forecasting to prioritize areas of improvement that will have the biggest impact.

Work with

Work closely with Product Marketing to deliver go to market initiatives to the commercial team.
Work closely with sales leadership to develop the overall sales enablement strategy.
Work closely with your sales messaging counterpart to ensure a cohesive learning experience.
Work effectively both individually and as part of a team.
Work in the marketing team, as an interface between sales, marketing and product.
Work to develop robust role requirements to use when hiring junior staff.
Work with Audience leadership, Business Partners & LOB on communicating enablement.
Work with Finance and Accounting globally to determine budget and Sales forecast templates.
Work with functional teams (IT, Operations) to ensure correct reporting of forecast and budget.
Work with Heads of Region to ensure onboarding, development and enablement goals are being met.
Work with key stakeholders to determine course needs and priorities.

Write

Write sales communications to ensure alignment to priorities and understanding of key initiatives.

Most In-demand Hard Skills

The following list describes the most required technical skills of a Sales Enablement Manager:

Most In-demand Soft Skills

The following list describes the most required soft skills of a Sales Enablement Manager:

Written and oral communication skills
Attention to detail
Interpersonal skills
Team player
Presentation
Problem-solving attitude
Analytical ability
Organizational capacity
Self-starter
Creative
Collaborative
Multi-task
Critical thinker
Detail-oriented
Flexible
Leadership
Planning
Work ethic