What is a Salesforce Sales Enablement Manager?

A Salesforce Sales Enablement Manager is critical in helping sales teams succeed by streamlining the sales process within the Salesforce ecosystem. They connect sales strategy, technology, and execution, ensuring that representatives have the necessary knowledge, skills, and tools to excel.

Salesforce Sales Enablement Manager Job Description

Salesforce Sales Enablement Managers are responsible for devising and executing strategies to optimize sales effectiveness through the utilization of the Salesforce platform. They collaborate with sales, marketing, and IT teams to establish a cohesive, data-driven sales process.

Key Responsibilities

• Designing and executing a Salesforce enablement strategy aligned with sales goals
• Optimizing Salesforce configurations to enhance sales productivity
• Developing Salesforce training programs for onboarding and continuous learning
• Analyzing Salesforce data to identify performance gaps and improvement opportunities
• Managing Salesforce content and ensuring easy access to relevant resources
• Driving Salesforce adoption through change management and communication

The ideal candidate has deep Salesforce expertise, sales understanding, and intense training and facilitation skills. They are data-driven, tech-savvy, and able to influence cross-functional teams.

Key Skills

• Salesforce mastery: Sales Cloud, CPQ, Einstein Analytics, etc.
• Sales methodology expertise: MEDDIC, BANT, Challenger, etc.
• Instructional design and training delivery
• Data analysis and visualization
• Change management and project management
• Excellent communication and collaboration

How to Succeed

1. Develop a deep understanding of your sales process and Salesforce instance
2. Continuously learn about new Salesforce features and best practices
3. Build strong relationships with sales, marketing, and IT stakeholders
4. Use data to inform decisions and measure enablement impact
5. Embrace an agile, iterative approach to enablement program development

Explore the Salesforce Sales Enablement Manager Path

• Pursue Salesforce certifications: Sales Cloud Consultant, Administrator, etc.
• Join the Sales Enablement Society and Salesforce Trailblazer Community
• Attend events like Dreamforce and the Sales Enablement Summit
• Develop expertise in sales methodology, learning science, and analytics
• Gain experience with Salesforce add-ons like Highspot and MindTickle

By combining Salesforce expertise with sales enablement best practices, Salesforce Sales Enablement Managers play a vital role in driving sales productivity and revenue growth. With the right skills and strategies, they can build a rewarding career at the forefront of sales and technology.

Salesforce Sales Enablement Manager FAQs

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

Many Salesforce Sales Enablement Managers start in sales, marketing, or learning and development roles. As they gain experience, they may progress to senior enablement positions, sales operations leadership, or Salesforce practice management.

What skills are most important for a Salesforce Sales Enablement Manager?

Key skills include Salesforce platform expertise, knowledge of sales methodology, instructional design and training delivery, data analysis, change management, and strong communication and collaboration abilities.

How do Salesforce Sales Enablement Managers measure success?

Standard metrics include Salesforce adoption rates, sales productivity improvements, reduction in ramp time for new reps, increases in win rates and deal sizes, and qualitative feedback from sales teams.

What is the average salary for a Salesforce Sales Enablement Manager?

According to UserPilot, the average salary for a sales enablement manager in the United States is $146,200 per year.

What tools do Salesforce Sales Enablement Managers use besides Salesforce?

In addition to Salesforce, enablement managers often use learning management systems (LMS), content management platforms, sales readiness tools, conversation intelligence software, and data visualization tools to design, deliver, and measure their programs. Salesforce sales enablement managers play an integral role in driving sales productivity and revenue growth by combining Salesforce expertise with sales enablement best practices. With the right skills and strategies, they can build a rewarding career at the forefront of sales and technology.

To hear more, Listen to How to Supercharge Your Sales Enablement using AI, with Spenser Miller-Fellows, from the Sales Strategy & Enablement Podcast by Revenue.io.

Top Resources

AI-powered Sales Enablement in 2024 – Everything You Need to Know. The Sales Enablement Soiree at Dreamforce – Look back for more information from leading leaders in the industry. Sales Enablement: Nice-to-have or Need-to-have? – Steve Hallowell at HighSpot discusses the importance of sales enablement and the ops/enablement partnership. Revenue Intelligence for Salesforce – Gain Performance Visibility, Make Smarter Revenue Predictions, and Close More Deals.