In this article we show you what skills are necessary to be a good Sales Enablement Manager and what is the importance of this role for a company.
Rod P. Curi
Jun 4, 21 | 5 min read
sales enablement manager
Reading time: 4 minutes
If your goal is to sell more, having the best product may no longer be enough. No, you didn’t read that wrong! The market we face today is highly competitive and, therefore, other aspects are just as relevant as the quality of the product offered, such as content creation and customer experience, for example.
That said, many companies are investing more and more in Sales Enablement strategies and in hiring a Sales Enablement Manager to lead and develop these actions.
The main function of this professional is to help
the sales force not only to sell more, but also to sell with more quality, making the most of Content Marketing.
Do you think it’s time to hire a conversion booster for your team? Read on to learn more about this role, the benefits it can bring to your business, and the skills expected of this professional. Here we’ll cover:
What does a Sales Enablement Manager do?
Why is this role so important?
What skills should a Sales Enablement Manager have?
What does a Sales Enablement Manager do?
Sales Enablement is the process of providing macedonia email list 150000 contact leads salespeople with all the information they need to do their jobs more effectively. That said, the Sales Enablement Manager is the person who makes it all possible.
Interestingly, the focus of the work is on consumers rather than sales. What is their need? What content are they most likely to engage with? With these answers on the table, the Sales Enablement Manager can develop a killer strategy that combines communication and sales efforts.
Other responsibilities of the role include:
work as a connector between marketing and sales teams;
train salespeople on the product;
teach the best sales techniques to qualify the team;
identify the best content formats and channels for the audience;
manage different campaigns simultaneously;
define ways to measure sales enablement (set goals and calculate ROI);
train the team in the use of possible tools that can scale the work;
structure workflow feedback from salespeople to the communications team (and vice versa).
Why is this role so important?
In a highly competitive market, more and more companies are developing different and innovative strategies to attract customers and retain their attention. And your business can’t be left behind!
Thanks to a Sales Enablement Manager, you will not only adapt to the current environment, but you will also obtain multiple competitive advantages, such as:
You will scale your business
Are you running out of ideas on how to increase your revenue? Sometimes, you and your sales reps exhaust all options and it takes some investments to finally scale the business.
By leading and training the sales force team, as well as managing possible Sales Enablement tools , this professional can coordinate the work to make the team more productive and, as a result, increase sales.
You will deal with more qualified leads
As we will see later, a Sales Enablement Manager acts as a bridge between marketing and sales. That said, they have the knowledge to position the best content on the right channel and direct it to the right audience.
All this effort contributes to more qualified leads, which increases the chances of conversion as the sales team jumps into action when the potential consumer is nurtured enough to close the deal. This saves valuable man hours and money.
You will increase conversion rates
Another sign that it’s time to hire a Sales Enablement Manager is if your company is dealing with a high number of cancelled orders (or a high shopping cart abandonment rate if you’re an e-commerce business).
This happens especially when leads are presented register your domain and get hosting with a purchase option before being properly nurtured. Since the Sales Enablement Manager has a strategic understanding of the content, it is easier to avoid such mistakes.
What skills should a Sales Enablement Manager have?
A great Sales Enablement Manager is someone with a diverse background, and so is the job title. Ideally, this professional should have a strong knowledge of both sales and marketing, as well as at least some knowledge of product placement and development.
Communication skills
Beyond having experience in the marketing industry, a Sales Enablement Manager must be a natural communicator. This position involves not only communicating with consumers, but also with different stakeholders within the organization, from CEOs to sales representatives, for example.
It goes without saying: a good communicator is also a good listener. This professional must be able to give and receive feedback, as well as have the ability to work in a team since this betting email list person usually leads and supports the sales force and its collaborators.