DescriptionThe Manager of Sales Enablement is responsible for equipping sales teams with the tools, content, and training they need to improve productivity, consistency, and revenue outcomes. This role reports directly to the Chief Revenue Officer. The ideal candidate partners closely with Sales Leadership, Marketing, and Product Operations teams to ensure sellers are prepared and equipped with the right tools to engage buyers more easily and effectively, to generate additional revenue
RequirementsSales Enablement and Training
- Develop and execute a comprehensive sales enablement strategy, project plans, training curriculum, and deliverables that align company revenue goals and Lifting business priorities
- Create, implement, and manage ongoing training programs covering product knowledge (existing and new), sales processes, marketing methodology, and CRM usage. (Collaborate closely with Lifelong Learning and Leadership to identify skill gaps, implement training, and inspect what is expected)
- Develop standard operating process documentation to increase efficiency and consistency of sales processes
- Establish a regular meeting cadence with Sales and Leadership for progress updates, sales reports, and coaching opportunities
- Identify gaps and recommend improvements to sales workflows and processes to Leadership
CRM Standardization and Measurement
- Standardize processes and establish clear expectations across Inside and Outside Sales teams
- Train sales team members and establish best practices for using the CRM. Use KPIs and reporting to establish consistent measurements across all divisions.
- Collaborate with team members as needed for report updates, enhancements, or integrations
- Work with Sales Leadership and Managers to develop and execute qualification guidelines for sales prospects and roll out training initiatives
Lead Optimization Process
- Manage, optimize, and develop aspects of the leads conversion process (including web leads, vendor leads, show leads, etc.), create training resources, and instruct Sales team or external partners on how to use them, where to find them, and why they are important
- Assist with development, rollout, and optimization of a nurturing process for leads that are not ready to purchase
- Continue to identify improvements and optimize current processes to lower sales cycle gaps and blocks
Project Management and Tracking
- Define priority projects based on sales performance data, feedback from the field, training opportunities, process gaps, and overall business objectives
- Establish KPIs to assess sales enablement impact, including win rates, CRM and content usage, and sales process improvements
Content Management and Marketing Initiatives
- Ensure content is organized, accessible, and aligned to buyer personas and sales stages (Content Sharing Matrix) for Mazzella's lifting solutions
- Collaborate with the Marketing team to ensure content, resources, and tools are aligned with current sales goals and targets
- Determine what the "ideal customer profile" looks like for all lifting businesses and train users on effectively making it part of their sales process
Cross-Functional Liaison and Initiative Support
- Act as a liaison between Sales, Marketing, Product, and Leadership to define and execute sales support initiatives
- Work with the Priority Accounts Manager and PA Team to ensure best sales practices, training offerings, and process efficiencies are addressed and/or documented
- Onboard and offboard sales team members into SPIFF Commission Plan program, provide resources for usage of the tool, and keep data up to date inside the program
- Support go-to-market initiatives and product/service launches with specialized sales enablement project plans, training, and resources
- Assist with developing and enforcing the customer onboarding process, training guidelines, and process documentation
- Help optimize sales role-specific onboarding checklists with HR and Lifelong Learning
- Assist with establishing pricing tiers for all customers and governance for pricing groups
Continuous Improvement and Optimization of Resources
- Gather feedback from sales teams and use data insights to continuously improve and refine sales resources, training, processes, and deliverables
- Ensure all resources and documents are available to all Sales team members and consistently updated on MAZZnet and other platforms as needed
Other duties as assigned
