What is a Sales Enablement Manager?

The Sales Enablement Manager is a pivotal role that empowers sales teams to excel by equipping them with the knowledge, skills, and tools they need to drive revenue growth and enhance sales effectiveness. This dynamic position seamlessly integrates sales, marketing, and training to ensure success and sales effectiveness.

Sales Enablement Manager Job Description

Sales Enablement Managers design, execute, and optimize comprehensive sales enablement strategies that align with the organization’s go-to-market goals and revenue targets. They develop sales content, training programs, and tools that support the entire sales process, from demand generation to account growth. The ideal candidate deeply understands modern sales methodologies, buyer journeys, and adult learning principles. They also have a proven track record of driving sales performance through innovative enablement initiatives. The candidate should be skilled in project management, change management, and cross-functional collaboration.

Key Responsibilities

• Develop and execute a data-driven sales enablement strategy
• Partner with sales leadership to identify and prioritize enablement needs
• Create and maintain a library of sales content assets
• Design and deliver onboarding and continuous learning programs
• Implement and administer a sales enablement technology stack
• Collaborate with marketing, product, and customer success teams
• Analyze sales performance data to optimize enablement programs
• Coach sales managers on enablement best practices

Key Skills

To excel as a Sales Enablement Manager, you’ll need a diverse skill set that spans sales, marketing, learning, and technology:

• Expertise in modern sales methodologies and frameworks
• Understanding of adult learning principles and instructional design
• Exceptional communication and storytelling skills
• Analytical and data-driven mindset
• Proficiency with sales and learning technologies
• Strong project management and change management skills
• Collaborative and influential leadership style

Who is it for?

The Sales Enablement Manager position is ideal for strategic, proactive, and results-driven professionals passionate about empowering sales teams. These may include experienced sales professionals, marketing or product marketing leaders, learning and development experts, or sales operations professionals.

• Experienced sales professionals looking to transition into a strategic, high-impact enablement role
• Marketing or product marketing leaders with a deep understanding of the sales process and buyer’s journey
• Learning and development experts with a passion for applying adult learning principles to drive sales performance
• Sales operations or analytics professionals with a talent for leveraging data to inform enablement strategy and decision-making

Regardless of your specific background, successful Sales Enablement Managers tend to be:

• Lifelong learners who are continuously seeking out new knowledge, skills, and best practices to stay at the forefront of their field
• Strategic thinkers who can link the dots between enablement initiatives and business outcomes and communicate the value and ROI of their efforts
• Collaborative leaders who can build strong relationships, influence without authority, and drive alignment and buy-in across the organization
• Adaptable and resilient change agents who can navigate complex, dynamic environments and pivot quickly in response to new challenges and opportunities

How to Succeed

To thrive as a Sales Enablement Manager, focus on these key strategies:

1. Develop a deep understanding of your sales team’s needs and goals
2. Build strong relationships with sales leaders, managers, and reps
3. Embrace a data-driven approach to enablement
4. Stay agile and adapt to evolving business needs and market conditions
5. Invest in your own continuous learning and professional development

Explore The Sales Enablement Manager Path Further

If you’re excited about the prospect of becoming a Sales Enablement Manager and want to learn more about this dynamic, high-growth career path, here are some resources and next steps to consider:

• Join professional associations like the Sales Enablement Society
• Attend sales enablement conferences and events
• Pursue certifications like the Certified Sales Enablement Professional (CSEP)
• Seek out mentors within your organization or enablement community
• Explore online resources, blogs, and publications

Sales Enablement Manager FAQs

What is the typical career path for a Sales Enablement Manager?

While the specific career path can vary depending on the individual and the organization, a typical trajectory for a Sales Enablement Manager might look like this:

• Entry-level role in sales, marketing, or learning & development (e.g., Sales Rep, Marketing Coordinator, Training Specialist)
• Mid-level role with increasing responsibility for sales enablement programs and initiatives (e.g., Sales Enablement Specialist, Sales Training Manager, Content Marketing Manager)
• Senior-level role leading the sales enablement function and team (e.g., Director of Sales Enablement, Head of Sales Productivity, VP of Revenue Enablement)
• Executive-level role overseeing the broader go-to-market strategy and revenue operations (e.g., Chief Revenue Officer, Chief Customer Officer, Chief Learning Officer)

What tools and technologies do Sales Enablement Managers typically use in their work?

A Sales Enablement Manager relies on a wide range of tools and technologies to design, deliver, and measure the impact of their programs, including:

• Customer Relationship Management (CRM) systems, such as Salesforce, Microsoft Dynamics, or HubSpot, to track sales activities, pipeline, and performance data
• Content Management Systems (CMS) and Digital Asset Management (DAM) platforms, such as Highspot, Seismic, or Showpad, to create, store, and distribute sales content and collateral
• Learning Management Systems (LMS) and Learning Experience Platforms (LXP), such as Lessonly, Mindtickle, or Docebo, to design, deliver, and track sales training and coaching programs
• Sales Engagement and Enablement Platforms, such as Revenue.io, streamline sales workflows, automate tasks, and provide real-time coaching and guidance.
• Analytics and Business Intelligence (BI) tools, such as Tableau or Domo, to visualize and analyze sales and enablement data, identify trends and patterns, and measure program effectiveness and ROI

How do Sales Enablement Managers typically measure the success and impact of their work?

Sales Enablement Managers use a variety of metrics and KPIs to assess the effectiveness of their programs and their impact on sales performance and revenue growth, such as:

• Sales onboarding and ramp-up time (e.g., time to first deal, time to quota attainment)
• Sales productivity and efficiency metrics (e.g., activity levels, pipeline velocity, win rates)
• Sales content and training engagement and adoption (e.g., views, downloads, completions)
• Sales and revenue performance (e.g., quota attainment, average deal size, customer retention)
• Qualitative feedback and satisfaction scores from sales reps, managers, and customers

By tracking and analyzing these metrics over time and correlating them with specific enablement initiatives and investments, Sales Enablement Managers can demonstrate the value and ROI of their efforts, identify areas for improvement and optimization, and make data-driven decisions about future enablement strategies and priorities.

What is the average salary range for a Sales Enablement Manager, and what factors can impact compensation?

According to Glassdoor, the average base pay for a Sales Enablement Manager in the United States is $99,500 per year, with total compensation (including bonuses, commissions, and profit sharing) ranging from $65,000 to $148,000 per year. However, actual salaries can vary widely depending on several factors, including:

• Industry and company size: Sales Enablement Managers in larger, enterprise-level organizations or industries with complex sales cycles (such as technology, healthcare, or financial services) may command higher salaries than those in smaller companies or less complex sectors.
• Location: Salaries may be higher in major metropolitan areas with a high cost of living, such as San Francisco, New York, or Boston, compared to smaller cities or rural areas.
• Experience and skills: Sales Enablement Managers with more years of experience, advanced degrees, or specialized skills (such as instructional design, data analytics, or change management) may be able to negotiate higher salaries or compensation packages.
• Performance and impact: Sales Enablement Managers who can demonstrate a strong track record of driving measurable improvements in sales productivity, revenue growth, and customer satisfaction may be able to earn higher bonuses, commissions, or base salaries over time.

To Hear More: Watch The Future of Sales Enablement & AI Episode with Steve Hallowell from Highspot – The RevOps Podcast.

Top Sales Enablement Resources

For more sales enablement tips from top sales leaders, check out: The Sales Enablement Podcast with Andy Paul – featuring hundreds of interviews with the top sales leaders on the plant.

The Sales Coaching Code – This on-demand webinar shows a new approach to reinforcing sales training.

The RevOps Podcast features revenue operations (and is often hilarious).

5 Ways to Have Dramatically Better Sales Discovery Calls —This eBook Enables reps to have more successful conversations.

Read more about Sales Enablement from the Revenue.io Blog https://www.revenue.io/blog/what-is-sales-enablement-and-how-is-it-changing