Sales enablement

Typically firms with more than 30 sellers should have a sales enablement leader regardless of the total organization size. We also find that sales enablement should have increased headcount proportional to the increase in net sales staff. 

Sales enablement initiatives can be helpful but only if the annual contract value of the product is above $1,000 and it takes more than one customer interaction to close a sale. Highly transactional sales cycles negate many of the benefits of sales enablement efforts.

At GetAccept, we believe two individuals that stand out are Sheevaun Thatcher, Head of Global Sales Enablement at RingCentral & Mark Roberge, the ex-CRO of Hubspot. We’ve also put together a guide - click here- showcasing 19 of the World’s Top Sales Enablement professionals.

In the United States we are saying packages range from $150,000 p.a. to $265,000 p.a. based on candidate experience and the job description for the role.

Sales operations and sales enablement share the mutual goal of having sales people operate as efficiently as possible and we now see many C-level and VP level roles own both functions. The key difference is sales operations mainly focus on improving results based on quantitative metrics like CRM data whereas sales enablement is more focused on qualitative approaches like improving sales manner, methods and materials.

Tech companies have certainly been the early movers in the sales enablement movement but now we are seeing more firms embrace sales enablement - American Express, Fujitsu and Xerox are all examples of conventional brands adopting sales enablement programs.

You should be able to measure certification levels, ramp time, time spent learning, deal velocity and win rates as metrics influenced by sales enablement efforts. In the end, if net revenue is increasing over forecast target - then that can also be a great way to demonstrate traction.

We’ve put together a list of the top sales enablement events and conferences which you can access by clicking here