Tres

Account Executive

Providing Value in Sales Enablement role

Hi Savages! I've been in an individual sales role for almost a decade and am now venturing into something new and taking on a sales enablement role. What are some tips/advice you've seen work with successful sales enablement departments in the past? (For context our company has an existing enablement team, but it's expanding now. We've got a global presence and are enterprise size).

🗝 Sales Enablement

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pirate

Big Shot

🦜☠️ Account Executive

Whatever you do, pleade DO NOT do voiceover powerpoints. Anything but that. Everything else I find somewhat useful. Good luck with your new role! Why did you decide to go for enablement?

antiASKHOLE

Tycoon

Bravado's Resident Asshole

but the voiceover is sooo cool

Tres

Politicker

Account Executive

Exactly, no voiceover. It's a chance to branch out a little bit - there was a combination of factors based on other personnel in the company, where my options were for this year if I didn't make a change, and the chance to take on some more leadership down the road in this role. Very tough giving up a territory as a salesperson though and scary to leap into something new

pirate

Big Shot

🦜☠️ Account Executive

Sometimes I wish we had more platform videos than powerpoint videos about it. Sometimes reps bring ideas to sales enablement and they are dismissed so that is not nice. I can imagine but you will do well and it will give you more experience! Would be great to hear about your learning down the line

Tres

Politicker

Account Executive

I'll be sure to circle back in a few months to report on how it's going

ZVRK

Politicker

Enterprise Account Executive

I’m yet to work with a company that has a proper sales enablement team. What would be super helpful is to have all types of collateral like decks, one pagers, brochures etc. created by someone who actually worked i sales (and not marketing), and then have them easily accessible.

Tres

Politicker

Account Executive

That's my hope in coming to this role from a sales role, that I'll be the voice saying what sales ACTUALLY needs and letting someone else make it branded and pretty

Tres

Politicker

Account Executive

Just to follow up on this, one example I've already seen. We have an important topic in our business and the training on file was from 2018 and had about 150 slides. One of my first goals is to go in and redesign this - step 1 make it current, but step 2 simplify it and focus on the bare essentials: what is the product, how to customers buy it, and how do we make money on it.

ZVRK

Politicker

Enterprise Account Executive

Sounds great! I think you can do a lot of good in your new position, just keep in mind you need to keep yourself motivated too, will you be earning as much or more as you did as an AE?

Tres

Politicker

Account Executive

The base is higher because there is no commission, but it's unlikely I'll make as much as I did as an AE (which is a something I went into with eyes wide open). Hopefully there are other trade offs that make up the difference and worst case, transitioning back to an individual contributor on the sales side over time is an option.

CuriousFox

WR Officer

🦊

Voiceovers without the option of reading instead immediately get put on a 1 volume and the video plays in a different screen while I do normal work.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

It’s good that you have some sales experience. It brings some credibility to the role. So many Enablement people have never carried a bag. So if you have any outstanding achievements, this isn’t the time to be shy about them. They will help you establish credibility.

My advice - always bring something quantitatively of value. Be able to explain how it affects someone’s bottom line. Otherwise sales people just don’t care.

Tres

Politicker

Account Executive

Agreed. It's not enough to just learn what something is - you have to also learn how it's profitable to the company and to yourself personally as a rep.

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Tres

Providing Value in Sales Enablement role

13 comments

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