As a sales enablement manager, you are the nexus of marketing and sales. The role is highly specialized and requires a combination of analytical prowess, communication skills, and a deep understanding of sales processes and tools to drive revenue growth. Despite the wide range of job duties, there are certain core capabilities that all sales enablement managers must have to be successful.

Data-driven decision making

The ability to analyze large volumes of CRM data and uncover insights is key for the role, as well as being able to communicate those insights to stakeholders. The ability to provide actionable intelligence can help refine strategy and tactics, while also fostering alignment between the revenue-facing departments.

Creating and managing content

Sales enablement teams are responsible for creating content to support revenue-facing teams, including product information, training, and other collateral. Often, they will work with the marketing team to ensure that all sales-related content is consistent and accurate. Having strong writing and communication skills is essential to this role, as it involves collaborating with multiple teams across the organization.

Coaching

A major component of this role is enabling sales reps to effectively coach their teams, helping them to reach their full potential and accelerate their performance. This can be achieved through providing coaching training and creating tools to help reps practice new behaviors.

The career path of a sales enablement manager can vary, with progression speed based on individual impact and organizational needs. For example, some sales enablement managers may start as a Specialist or Coordinator, and then progress to a Manager role by demonstrating their knowledge of best practices and delivering impactful initiatives. Others may rise to Director or VP levels, overseeing enablement strategies for regions and products.