Is sales training a component of sales enablement?

I’m honoured that focus.com has asked me to be one of their experts. Today, I answered the following question:

Is sales training a component of sales enablement?
Are sales enablement or sales training two different groups are they part of the same?

Here is my answer:

Sales training is without a doubt a very important component of sales enablement. In most enterprises there is no shortage of sales training. However, in order to really enable sales people and to protect them from information overload a proper sales enablement approach would align people, processes, content, and technology to answer…

…which sales training is best (maybe based on ratings)?
…what is the most current and what needs to be updated?
…which formats are available?
…in which languages is it available?
…for which customer needs, industry verticals or countries / sales regions is customized training available?
…what are the cross-selling, up-selling, etc. opportunities that need to be kept in mind?
…who are the specific subject matter experts and how can they be contacted?

If you present your sales training in these different dimensions and make it easy to find for each product, service or solution, your sales force will start to save time, have better informed meetings, win more often and increase the average deal size.

By mapping your sales training as described above and tracking ratings, downloads and search queries you will be able to identify gaps and see which of them are the most important to focus on. By allowing comments and user generated content, you will crowdsource a lot of valuable insights from the field.

Job opening – Director – Sales Enablement

Old! Outdated!

Job Title: Director, Sales Enablement
Company: Iron Mountain Incorporated
Location: Boston, MA, USA

About Iron Mountain

[…] provides information management services that help organizations lower the costs, risks and inefficiencies of managing their physical and digital data. The company’s solutions enable customers to protect and better use their information regardless of its format, location or lifecycle stageso they can optimize their business and ensure proper recovery, compliance and discovery. Founded in 1951, Iron Mountain manages billions of information assets, including business records, electronic files, medical data, emails and more for organizations around the world. […]

We are currently recruiting for an Director, Sales Enablement

Job Summary

Responsible for managing and overseeing the development and implementation of a global sales training curriculum for Sales Professionals including Sales Management. This role will encompass North American physical and Digital Sales representing 500+ Sales professionals. Curriculum focus will be “ongoing” and sustainable training needs around identifying opportunities (market, product), how to sell products & solution sets, sharing processes & best practices. Additionally, this center will create interdisciplinary value added propositions bringing Marketing, Product Management and Sales strategies together. This role will partner with sales senior management to define needs and requirements for the respective sales segments and develop a program that provides the sales team with: the sales enablement tools they need to be successful, ensures optimal comprehension and retention of knowledge and ultimately enhances and drives revenue. Collaborate and leverage tools from Marketing, Sales Operations and L&D and external vendors when necessary to maximize our content. Coordinate messaging and branding with Marketing.

Essential Functions

  • 30% Strategic design/develop/implement of the entire North America sales curriculum and content to help meet and achieve our sales goals. Manage outside vendors, trainers and leverage all internal resources to deliver content to optimize our sales presence, knowledge and output.
  • 15% Manage and determine the enhancement and launch go forward changes on an as needed basis for assigned curriculum, including computer based learning and on the job learning materials.
  • 10% Determine the delivery of the training schedule by the training staff and MSD’s for all levels of our global sales force to optimize our sales efforts and assist in reaching our financial goals as a direct result of that training
  • 10% Analyze the performance and compliance of employee curriculum completion.
  • 20% Working with outside vendors, Marketing and Communication to develop the strategy; deliver and implement the Sales Tool kits and program materials for our North America sales force including Digital.
  • 15% Manage day-to-day operations of training and course development professionals. Staff appropriate resources through hiring and outside vendor development to ensure that we meet the timing of the deliverables. Develop and measure staff appropriately to their roles. Budgetary responsibility to be developed in conjunction with Sales leadership goals.

Job opening – Sr. Prod Mktg Mgr-Sales Enablement

Sr. Prod Mktg Mgr-Sales Enablement

October 17, 2010

Job Title: Senior Product Marketing Manager, Sales Enablement

Location: San Jose

Length of Contract: 12-Months

Position Summary:

This position is a key part of the CSBUs Sales and Partner Enablement team, whose mission is to define and deliver the right tools, messaging and training to Sales & Partners, in order to drive revenue. Sales enablement is a relatively new function for the CSBU, and each member of the team is expected to chart new territory in order to continue to build on the success of our “V1” and take it to the next level. We are organized around Routes to Market, and this position will focus on our Direct Salesforce. You will have overall responsibility for assessing market opportunities and developing effective marketing strategies and programs to help grow revenue for the Direct Salesforce. This work can include segmentation analysis, competitive analysis, messaging/positioning, licensing and pricing analysis, and market research. In the course of your work, you will work with Campaign Marketing, Product Marketing, Field Marketing, Sales, and Sales Operations – as well as the other members of the Sales Enablement team.

Responsibilities:

Managing the development of sales references, marketing references and customer stories/business ROIs. Refining CS5 Sales Messaging, tools, and marketing assets (such as presentations, sales solution cards, white papers, contributed articles, and website content) based on feedback from the Field as well as buyer research. Ensure alignment between marketing and sales activities with business unit objectives to achieve revenue targets and other KPIs Collaborate with other members of the CS Sales Enablement team to ensure direct sales are equipped to effectively sell CS into Enterprise customers.

Requirements:

We are looking for an ambitious and results-oriented individual who enjoys change management – a strategic leader with outstanding communication skills, high initiative, and strong influencing skills. Most successful candidates will have 5-7 years of related experience (3-5 years experience in marketing to Media & Entertainment, product design, or other creatively-driven enterprises is a strong advantage.) The successful candidate will have a highly collaborative work style including experience working cross-organizationally and across geographies, aligning multiple stakeholders and teams. Strong ability to frame issues, drive appropriate analyses, and make clear, actionable recommendations Exceptional analytical, communication, and presentation skills Excellent program management skills Solid skills in quantitative analysis and Excel. Bachelors degree required, MBA a plus

Category: Other Jobs
Location: San Jose, CA
County: Santa Clara County
ZIP Code: 95101
Pay Rate: Open
Job Terms: full time