What grows sales, is it sales enablers?

Salesforce as a company believes and invests in sales enablement, and they place sales enablement front and centre in everything they do. Sales enablers work across a company, any company. They know how things get done and how to motivate other people. Sales enablers look to coach, mentor and take an enterprisewide view of “people, processes and priorities” to help others do their work and achieve better outcomes for them and their company. 

Sales enablers look to assemble company content in various formats that people can access in the flow and the process of their work when they need it. Sales enablement is also about telling stories, and that helps build and reinforce the right culture. Sales enablement is about designing and delivering onboarding programs. Also look to synthesise expert knowledge into learning content of all types, collaborate companywide, listen expertly and plan strategically. Sales enablers do whatever it takes – often receiving little recognition. But if they do their work well, they might eventually rank among the most valuable, best connected and most respected people in their firms, often parlaying their experience as enablers into executive leadership positions.

So how do you find a Sales Enabler?

Naturally, all sales enablers have excellent communications skills, including facilitation and also typically have multidisciplinary career histories. They can come from anywhere, yet they re hard to find. If you are trying to recruit an enabler, look for people with a career history of helping their colleagues, especially through coaching and mentoring. You won’t often find every competency or experience in a single candidate, but enablers need them all, so develop potential enablers’ skills to close the gaps. Know what behaviours, habits and essential competencies make a top-performing enabler. Know their traits so that you can hire more people like them!