Enablement Group PDP

This page contains the different roles within the Sales Enablement path. Choose the relevant role you want to learn about. You can also enter the “Professional Path” to access the relevant skills and resources (coming soon!). 🔙

Choose the roles

Sales Enablement Associate
Sales Enablement Specialist
Senior Sales Enablement Specialist
Sales Enablement Lead
IC Path
Sales Enablement Strategic Lead
Sr. Sales Enablement Strategic Lead (n/a)
Management Path
Sales Enablement Manager
Sr. Sales Enablement Manager (n/a)

Choose the competencies

All
Impact
Knowledge and confidence
Professional Skills and craftmanship
Collaboration and communication
Culture and maturity

Sales Enablement Associate

Professional Path
Impact

Small but consistent impact on current practices/policies within the team. Follows through on assigned tasks & projects while operating as a part of the larger team. Contributes in some way to a larger initiative or project each quarter.

Behaviors

  • Delivers tasks that have a tangible impact on our immediate team and Consulting Group
  • Understands the impact and scope of their tasks at hand
  • Asks questions, raises potential cautions, and addresses concerns throughout their day-to-day processes

 Examples

  • When building or delivering sessions, knowledge or content, always think of ways to improve and ask “what does this solve for?” & “what is the immediate value I can add?” (all roles)
  • Gather feedback from the team on proposed ideas for new sessions (field enablement)
  • Gather feedback from the broader sales team on proposed ideas for new content (content/instructional design/knowledge)
  • Ensuring the content is not repetitive or unclear (content/instructional design/knowledge)
Knowledge and confidence

Basic understanding of monday.com packages/offerings, functionality and features. Basic understanding of sales lifecycle, different roles & responsibilities of each role. Basic understanding of Product Offerings. Has the ability to work semi-independently with some management involvement, input and correction.

Behaviors

  • Ability to understand and identify basic sales methodologies and practices and apply them to overall strategy
  • Ability to identify areas for improvement & iteration
  • Ability to convey value-based information in all respective areas

Examples

  • While listening to a sales rep’s call, highlights some areas for improvement on discovery (field enablement)
  • Take the initial product knowledge and apply it to feedback given to ensure the best possible delivery (all roles)
  • Present the new offering to the broader audience to highlight the main value-driven aspects of each piece of content (content / instructional design/knowledge)
Professional Skills and craftmanship

Adds defined value and enhancements to existing sessions, plans, assets and efforts. Follows previous structure as guidelines for successful implementation on net-new creation / planning. Helps to produce and follow a plan for roll-out on newly created sessions, assets, etc.

Behaviors

  • Work on net-new creation with other members of the team / larger Consulting Group to assist in learning, knowledge and/or skill delivery (utilizing current tools at disposal)
  • Ability to execute certain activities effectively and independently
  • Ability to consistently deliver results
  • Ability to succeed and execute plans in order to reach objectives

Examples

  • Iterate on an existing onboarding session to account for necessary changes and evolution (field enablement)
  • Brainstorm on potential new session offerings to help new joiners learn efficiently (all roles)
  • Create multiple value-driven assets with mapped-out directives, objectives and due dates (content / instructional design/knowledge)
  • Brainstorm on potential new asset offerings to help new and current Consulting Team members sell more efficiently (content / instructional design/knowledge)
Collaboration and communication

Communicates clearly with all necessary parties on a regular basis to ensure alignment on all tasks and projects. Operating and collaborating with the larger team to ensure goals and objectives are the top priority.

Behaviors

  • Communicates in a clear and concise way across all objectives, tasks and projects at hand
  • Contributes a positive impact on goals and overall team morale
  • Ability to foster relationships internally (within the immediate Enablement team and larger Consulting Group)

Examples

  • Meet with SME’s & various individuals/groups to learn more about their day-to-day roles and responsibilities and understand best practices to implement in creation/curation of sessions, knowledge, assets, etc. (all roles)
  • Utilize communication channels for the internal Enablement team to gather input and feedback (all roles)
  • Work together with relevant departments to brainstorm on ideas and outline efficient delivery modules (all roles)
Culture and maturity

Understands, relates and contributes to our company and team culture. Approaches each target, task or project with company culture in mind.

Behaviors

  • Align with team and company goals during the development and execution of the objective
  • Owns mistakes and mishaps and continues to improve
  • Translates challenges into opportunities for improvement
  • Consistently working toward excellence (not settling)

Examples

  • During 1:1 sessions, be able to understand and unpack specific feedback and next steps for improvement (field enablement).
  • While delivering or creating a session, always asking “does this align with our culture?” (field enablement)
  • Ensure that the company’s voice reigns through in all assets, sessions & meetings produced, hosted, etc. (all roles)
  • When designing a specific piece of content, always asking “is the information clear?”, “are we transparent in our messaging?”, “is it easily understood?” (content / instructional design / knowledge)

Sales Enablement Specialist

Professional Path
Impact

Medium/High consistent impact on current practices/policies within the team. Follows through on assigned tasks & projects while operating as a part of the larger team and as an independent. Contribute in clearly defined ways surrounding at least one larger initiative or project each quarter.

Behaviors

  • Delivers tasks that have a tangible impact on our immediate team and Consulting Group
  • Understands the impact and scope of their tasks at hand and makes decisions based on prior experiences to ensure consistent impact
  • Asks questions, raises potential cautions, and addresses concerns throughout their day-to-day processes

Examples

  • When building or delivering sessions, knowledge or content, always thinking of ways to improve, actively reflecting and gathering feedback from joiners/audiences for future learnings, while always understanding the problem/gaps it’s solving and the value it is adding. (all roles)
  • Leading sessions for new or existing joiners that result in value delivered to the audience (all roles)
  • Initiating a new line / category of content or assets to further drive value into the various stages of the sales process and close identified gaps (content / instructional design / knowledge)
  • Reflect on the current inventory of assets, sessions, etc. and iterate/adjust as necessary to ensure timely relevance and impact (all roles)
Knowledge and confidence

Thorough understanding of monday.com packages/offerings, functionality and features. Thorough understanding of sales lifecycle, different roles & responsibilities of each role. Thorough understanding of Product Offerings. Has the ability to work independently with minimal management involvement, input and correction.

Behaviors

  • Ability to understand and identify sales methodologies and practices and apply them to relevant strategy
  • Ability to identify areas for improvement on current offerings
  • Make proactive recommendations based on thorough understandings
  • Bring insight back to the overarching enablement team and contribute to projects/tasks that increase our impact, efficiency & effectiveness

Examples

  • While listening to a sales rep’s call, highlight multiple areas for improvement on various call types and give specific instances for improvement (field enablement)
  • Make recommendations on demonstration feedback based on value-driven product offerings (i.e. address client concerns with X feature because of Y value) (field enablement)
  • While developing a product comparison sheet, highlighting all of the main areas that differentiate us based on current product knowledge and leaning into areas where we obviously lead (content/instructional design/knowledge)
  • Present the new offering to the broader audience to highlight the main value-driven aspects of each asset, session or offering, while advising on the best ways to utilize (content/ nstructional design/knowledge)
  • Monitor completion, utilization and overall management and make recommendations accordingly (all roles)
Professional Skills and craftmanship

Adds defined value and enhancements to existing sessions, plans, assets and efforts. Follows previous structure as guidelines for successful implementation of net-new creation/planning. Helps to produce and follow a plan for roll-out on newly created sessions, assets, etc. Also exhibits the ability to identify gaps in the current structure and act upon those based on best practices.

Behaviors

  • Own the full cycle for net-new creation and delivery while working with other members of the team / larger Consulting Group to assist in learning, knowledge and/or skill delivery (utilizing current tools at disposal)
  • Ability to execute certain activities effectively and independently
  • Ability to consistently deliver results
  • Ability to succeed and execute plans in order to reach objectives

Examples

  • Identify areas for improvement and proactively implement those changes when necessary (i.e. new session building, asset creation, knowledge management, etc.) (all roles)
  • Iterate on an existing onboarding/ongoing/product session to account for necessary changes and evolution proactively (field enablement)
  • Generate consistent and meaningful iteration and updating schedules around various offerings based on market presence, updates, etc. (all roles)
  • Maintain a centralized knowledge database for sales reps to easily access information with clear instruction, mapping and best practices for users (content / instructional design/knowledge)
Collaboration and communication

Highly communicative with clear and concise delivery with all necessary parties on a regular basis to ensure alignment on all tasks and projects. Operating and collaborating with the Consulting Group, as well as any other departments necessary to ensure goals and objectives are the top priority.

Behaviors

  • Proactively alerts all addressable parties of concerns or red flags in a timely manner to avoid bottlenecks
  • Provides higher context to a conversation and detect when the context is missing
  • Communicates all information on a task and project level as it relates to specific due dates (relevance)
  • Contributes to the aggregation of knowledge to the larger team
  • Proactively seeks assistance or guidance from team members/manager to ensure proper steps are taken

Examples

  • When designing a new session, asset, lesson, etc. for a specific or wide-range audience, you are able to identify certain bottlenecks to avoid the interference of successful implementation (all roles)
  • Present feedback from a recently launched and/or run session, initiative or project and make specific recommendations based on that feedback (all roles)
  • Clearly articulate actionable feedback to manager based on sessions with IC / Rep (field enablement)
  • Clearly articulate value propositions for each asset/lesson, etc. and be intentional with clear messaging (content / instructional design / knowledge)
Culture and maturity

Understands, relates and contributes to our company and team culture at a higher level. Approaches each target, task or project with company culture in mind. All new ideas are formed with culture and goals in mind.

Behaviors

  • Takes full ownership of tasks, projects and initiatives at all times
  • Outlines potential outcomes and goals prior to starting on new initiatives
  • Actively avoids silos to integrate with other individuals and teams
  • Consistently supportive with team members to work toward the bigger picture

Examples

  • Developing and maintaining a collaborative, inclusive and multi-dimensional atmosphere of training sessions, lessons and knowledge sharing where individuals feel supported and heard (all roles)
  • Developing and maintaining a collaborative and inclusive space for cross-departmental meetings (i.e. Enterprise Marketing, Finance, etc.) where ideas and opinions can be clearly shared and received (all roles)
  • Willingness to present to the larger team-specific instances of where and when to utilize the content/asset/information to ensure adoption and ease of use (content / instructional design/knowledge)
  • Willingness to spend additional time with a sales rep, manager, or additional party who isn’t quite grasping a concept to ensure adoption/understanding (all roles)

Senior Sales Enablement Specialist

Professional Path
Impact

Leads point on projects/initiatives whilst delivering high and consistent impacts within and outside of the team. Contributes in clear defined ways surrounding multiple larger initiatives or projects each quarter. Goes above and beyond to ensure effectiveness and efficiency are at the forefront of any task, project or live session. Understands and reiterate the reasoning behind the project or session and is able to initiate pivot moves and find creative solutions to ensure the desired outcome and maximize impact.

Behaviors

  • Ability to lead training / instructional sessions in a repeatable and measurable way
  • Keepד information, knowledge and content associated with a role in an organized and thoughtful way
  • Overachievement in reaching goals and execute on complex, multi-layered projects
  • Independently creates a plan and makes the necessary adjustments on the go
  • Reacts on results, on time. Learns from mistakes and applies them to future tasks
  •  

Examples

  • Created a new training session/learning module based on skills gaps & needs, delivered the session in a clear & concise manner while measuring effectiveness and re-evaluating goals based on results (all roles)
  • Make an overall impact on any of the following; reduction of ramp time, increase in AOV, positively impact pipeline generation or produce repeatable practices that lead to positive habits by sales reps (all roles)
  • Gather usage rates/completion rates on content/assets/lessons across the Consulting Group, understand where the largest impacts are, when information/content is being utilized the most and make adjustments to the plans to ensure data is always top of mind (all roles)
Knowledge and confidence

Complete and continued understanding of product packages/offerings, functionality and features. Complete and continued understanding of sales lifecycle, best practices, different roles & the responsibilities of each role. Complete and continued understanding of Solution Offerings. Has the ability to work independently with little to no management involvement, input and correction.

Behaviors

  • Stays on top of all new product releases, GTM messaging changes and sales practices/policies and ensures that they are implemented into the training, sessions, learnings and assets where applicable
  • The ability to adjust learning/teaching methodology as time goes on to ensure they are constantly evolving. The ability to pivot based on environment, needs, audience and goals are equally important
  • The ability to adjust delivery mediums and mechanisms as time goes on to ensure they are constantly evolving
  • Ability to understand advanced sales methodologies and practices and implement them directly into all relevant areas of enablement

Examples

  • Generate group and individual improvement plans for various consulting team members based on individual and group shortcomings, gaps and areas for improvement (field enablement)
  • Generate new knowledge libraries/categories and offerings for various consulting team members based on individual and group knowledge gaps and areas for improvement (content / instructional design/knowledge)
  • While working 1:1 with sales reps, come up with a complete and structured improvement plan including current gaps, areas for improvement, clear timelines and goals and direct feedback with clear annotation of successes and failures (field enablement)
  • Clearly explain, instruct and implement new sales tools, policies and/or assets to ensure adoption across the necessary teams/departments (all roles)
  • Gathering data from multiple sources (i.e. slack, team meetings, salesforce reporting, etc.) to understand knowledge gaps and prepare applicable learnings, content and other assets to reflect the information and ensure that it is accessible to the larger Consulting Group (all roles)
Professional Skills and craftmanship

Takes clear lead on projects and tasks in a group setting to ensure thorough completion every time. Manage time properly to effectively plan on incoming/upcoming initiatives while managing a full caseload. Clearly understand and define gaps prior to implementation to ensure efficiency across all sessions and learning modules.

Behaviors

  • Conveys messaging & value of current sessions and has a complete understanding of best practices in drafting & creating learning modules/sessions. Can adjust current sessions/learning modules and create new ones based on the desired outcome
  • Ability to execute all activities effectively and independently without the reminder
  • Ability to identify gaps/areas for improvement, create new processes based on need, and ensure effective continuous improvement (in collaborative environments)
  • Ability to consistently deliver results, both in presentation and creation/maintenance

Examples

  • Plan, create and execute on a full Product, Solution or Process roll-out including, but not limited to; lesson creation, badging initiative, results monitoring and resource delivery (all roles)
  • Build, iterate and monitor an entire learning path for a specific role within the Consulting Group in conjunction with the program manager(s) (all roles)
  • Proactively outline the potential competitive landscape, draft a plan of action surrounding the most valuable information gathering process, navigate value-conveyance, execute on content and develop a proper iteration schedule to follow (content / instructional design/knowledge)
  • Become the go-to person for all things competitive intelligence and buyer personas, as it relates to a specific topic/market (content / instructional design/knowledge)
Collaboration and communication

Extremely communicative with clear and concise delivery with all necessary parties on a regular basis to ensure alignment on all tasks and projects. Ensure all necessary parties are informed and up to speed on initiatives, bottlenecks and necessary changes. Consistently striving to become a strong communication channel for cross-departmental collaboration and instituting new channels of communication for the overall success of the Consulting Group.

Behaviors

  • Communicates and strategizes to avoid bottlenecks and delays throughout the collaborative processes
  • Identifies gaps in communication channels and implements/recommends improvements for continued success
  • Communicates all information on a task and project level as it relates to the agreed upon goals
  • Communicates clear feedback in a constructive and complete way to ensure continued efficiency and improvement
  • Identifies knowledge gaps across the immediate team and larger Consulting Group to plan improvements in these gaps
  •  

Examples

  • You take the lead in a group project to improve the onboarding/ongoing experience and clearly define the goals based on feedback received from sales reps and other enablement members (field enablement).
  • Lead team/group learning sessions without being prompted (pro-actively) (all roles)
  • Facilitate a feedback session with the sales rep(s), team(s) and manager(s) to articulate knowledge gaps, areas of improvement and strategy for implementation (field enablement)
  • Meet with other departments (s), teams and managers to bring insight back to enablement and contribute to processes/assets that increase our impact, efficiency & effectiveness (all roles)
  • Define clear and insightful messaging in all areas of content/learnings, while ensuring consistency in discoverability across all platforms (content / instructional design/knowledge)
Culture and maturity

Encompasses the values and culture of the company in each initiative, project and conversation that arises. Influences others on the team and across the organization to embody and adopt the company culture in their day-to-day. All new ideas are formed with culture and goals in mind.

Behaviors

  • Identifies and outlines gaps in the culture within the immediate team or within new/existing classes and works to improve
  • Ensures all internally led sessions, learning and assets are created & implemented with the company culture and clearly defined goals
  • Helps to break down information and cultural silos with new initiatives and ideas
  • Sets an example and acts as a role model for new/existing hires

Examples

  • Work directly with managers to understand new joiners’ experience, analyze gaps in culture through session involvement and comment on potential solutions (field enablement)
  • Proactively approaching individuals, managers and cross-departmental stakeholders to communicate concerns based on certain areas (i.e. pipeline generation, activity production, etc.) and propose training sessions/materials to bridge the gap (all roles)
  • Works directly with team members, managers and other departments to understand their experience with enablement and content/learning strategy specifically to help analyze gaps in culture through knowledge sharing and asset management (content / instructional design / knowledge)
  • Pro-actively approaching each situation/project and initiative with a mindful, mature and can-do attitude with regard to collaboration on specific assets/learnings and the conveyance of information to the broader group (all roles)

Sales Enablement Lead

Professional Path
Impact

Initiate & lead point on projects/initiatives whilst delivering high and consistent impact within and outside of the team. Assist in overseeing and steering multiple larger initiatives or projects each quarter. Goes above and beyond to ensure effectiveness and efficiency are at the forefront of any task, project or live session. Understand and reiterate the reasoning behind the project or session and is able to initiate pivot moves and find creative solutions to ensure the desired outcome and maximize impact. Facilitate instruction and guidance for more junior members of the team during group/team involvement.

Behaviors

  • Ability to not only lead training / instructional sessions but teach and guide others on best practices as well
  • Helpד to set goals for the team/pod and ensure alignment across all relevant stakeholders
  • Not only learns from mistakes but ensures knowledge transfer to other individuals for future application and awareness

Examples

  • Works with others on the team to help lead the creation of a new training session or learning module while disseminating learnings to more junior members to ensure clear and concise knowledge transfer (all roles)
  • Make an overall impact on any of the following; reduction of ramp time, increase in AOV, positively impact pipeline generation or produce repeatable practices that lead to positive habits by sales reps
  • Lead presentations that outline the impact of any of the above to demonstrate repeatability. (all roles)
  • Build out entire launch plans for iterations to existing learnings/pieces of content or varied knowledge resources and/or for brand new initiatives; based on the information gathered via usage rates, etc. (all roles)
Knowledge and confidence

Act as a wealth of knowledge and experience in all respective areas (product, packages, sales methodologies, etc.) and help by imparting that information and knowledge onto the more junior members of the team. Work closely with team members and individuals within the Consulting Group to ensure their knowledge and confidence is consistently improving. Work independently and consistently as an adjunct lead when necessary.

Behaviors

  • Stays on top of all new product releases, GTM messaging changes and sales practices/policies and ensures that this information is shared across the team(s) and implemented where applicable
  • The ability to continue in their own knowledge attainment of learning/teaching methodologies as time goes on to ensure they are constantly evolving
  • The ability to not only adjust delivery mediums and mechanisms as time goes on, but additionally, scope out new methods to ensure they are constantly evolving

Examples

  • Host internal team meetings to share new findings on interesting or impactful areas of knowledge transfer to continually foster a learning environment. (all roles)
  • Meet with other professionals in your industry/network to uncover new ideas and/or trends across the enablement field to ensure we are constantly expanding our scope of knowledge. (all roles)
  • Work closely with more junior field enablement reps when they are delivering feedback, presenting ideas and/or working to improve sales rep(s) efficacy to ensure best practices are followed and learned (field enablement)
  • Work closely with more junior content/instructional design and/or knowledge professionals when they are constructing content, etc. to ensure best practices are followed and learned (content / instructional design/knowledge)
  • Attend outside courses, lectures, presentations, etc. to continue to expand knowledge and understanding of the sales enablement umbrella and specific impactful information based on your area of focus (all roles)
Professional Skills and craftmanship

Takes clear lead and ownership on all projects and tasks within their group setting to ensure successful completion every time. Manage time flawlessly to effectively plan for incoming/upcoming initiatives while managing a full caseload. Identify gaps prior to implementation and relay information to other team members in order to ensure efficiency across all relevant areas.

Behaviors

  • Guides new hires and more junior members of the team to work toward conveying clear messaging and value of all focal areas (sessions, content, knowledge, etc.)ת and relays best practices in drafting & creating necessary & relevant assets/outcomes
  • Ability to execute all activities effectively and independently without the reminder
  • Ability to identify gaps/areas for improvement within the team and across projects. Have the ability to create new processes based on need and share these with the internal teams to ensure clear messaging and alignment across the department

Examples

  • Lead point and facilitate instruction for others in the planning, creation and/or execution of a full Product, Solution or Process roll-out including, but not limited to; lesson creation, badging initiative, results monitoring and resource delivery (all roles).
  • Lead sessions with fellow team members by demonstrating best practices in the craftmanship of an entire learning path or knowledge session where behaviors and actions can be learned and then repeated (all roles).
  • Become the go-to person for all things competitive intelligence and buyer personas, as it relates to multiple topics/markets (content / instructional design/knowledge)
Collaboration and communication

Extremely communicative; focusing on clear and concise delivery at all times. Facilitate a collaborative environment for all those that you work with by setting the best examples. Remain as a strong communication channel for cross-departmental collaboration, uncovering new ways for better communication and instituting new channels/methods for the overall success of the Consulting Group.

Behaviors

  • Work to anticipate bottlenecks and delays and institute practices that resonate throughout the culmination of projects
  • Maintain implemented fixes to communication channels to ensure there isn’t a breakdown
  • Own the communication on a project/task level across all stakeholders

Examples

  • You identify an area of improvement in the onboarding/ongoing process and run the end-to-end management across internal stakeholders. (field enablement)
  • Lead multiple team/group learning sessions without being prompted (pro-actively) (all roles)
  • Outline curriculum and scope for feedback sessions with the sales rep(s), team(s) and manager(s) that is able to be replicated across various members of the team. (field enablement)
  • Own relationships with other departments (s), teams and managers to maintain close-knit and properly functioning alliances (all roles)
  • Define and articulate to more junior members methods for clear and insightful messaging in all areas of content/learnings (content / instructional design / knowledge)
Culture and maturity

Acts as the cornerstone of culture and value representation in the team. Leads all meetings, initiatives and responsibilities with culture and inclusion-first mentality. Helps to impact these values onto others in the immediate team and across the organization in varied ways. All new ideas are formed with culture and goals in mind.

Behaviors

  • Identifies methods to help prevent behaviors that may not align with team goals of culture and inclusivity
  • Ensures all internally led sessions, learning, and assets are consistently monitored, identified and amended based on changing environments, audiences and trends
  • Helps to prevent information and cultural silos with new initiatives and ideas
  • Sets an example and act as a role model for new/existing hires (always relevant)

Examples

  • Work directly with managers, directors and other stakeholders to share & receive feedback, relay current methods for maintaining our culture and work to build out new practices as we evolve. (field enablement)
  • Work with all relevant SMEs and stakeholders on session/content/knowledge development to ensure all learning types are taken into consideration and can be successfully introduced to (new concepts, information, etc.) (all roles)
  • Running a team-based session or meeting that is insightful, informative and engaging while ensuring that each team member feels connected, heard and valued (all roles)

Sales Enablement Strategic Lead

Professional Path
Impact

The main driver in maintaining the consistent impact of individual team members in the respective team. Ensure that the most important and impactful tasks/projects are prioritized with the bigger picture in mind.

Behaviors

  • Leadד conversations consistently with contextual structure in mind to ensure team members understand the priority and impact directly
  • Recognizeד and celebrate specific wins across the team that highlights the “impact” on the immediate or larger team in question
  • Responds to all changes in an effective and frictionless way and manages to push boundaries in creative ways, even in pressured times
  • Creates an execution beat and leads the delivery of impactful lessons, learning materials, and content with their team, consistently

Examples

  • Evaluate the current plan(s) for content, lesson and/or knowledge creation, execution and deployment to assess importance & impact to better prioritize (all roles)
  • Work with Enablement Leads and cross-departmental leads to develop/update concrete methods of capturing data and/or usage information to ensure the most important/impactful data is being analyzed and understood (all roles)
  • Develop roll-out plans, in accordance with leadership, for the deployment of content/lessons that will have the greatest impact (all roles)
  • Decide, with the team, based on the yearly/quarterly plans, which tasks and projects are most important to complete the work in accordance with goals (all roles)
Knowledge and confidence

Remain as the go-to resource for all things product, process and best practices for the immediate team within the specific pillar (i.e. Field Enablement, Content, etc.). Act as a resource of information for the larger team on all relevant and owned focal areas and responsibilities. Has the ability to work independently with their team without the need for management interference. Provide clear guidance on actionable steps across the team.

Behaviors

  • Ensureד that the team is up-to-date on all new product offerings and that the understanding of value is clearly demonstrated
  • The ability to evaluate presentation, curation and management efficiency based on current sales practices, product offerings, learnings and intended audience while instructing the team on adjustments and iterations
  • Outlineד best practices for role-based responsibilities while staying aligned with current Consulting Group goals and preferred methodologies / messaging
  • Ability to understand and discover new techniques, learnings and methodologies while implementing them into future and current learnings
  • Ability to understand the necessity for new tools and processes

Examples

  • Not only attend outside courses, lectures, presentations, etc. but also recommend and facilitate the attendance for your team members to continually expand their knowledge and interest in their focal areas (all roles)
  • Uncovers a need for new sales tool(s) to assist in learning/lesson creation and demonstrate the ability to implement these new tools when necessary (all roles)
  • Based on a direct understanding of the current structure, best practices and insight into future goals, forecast the need for new areas of training, instruction and knowledge transfer (all roles)
  • Creates and manages best practices guides and instructional material to ensure the team is supported with the best methods for creation, maintenance and design with Consulting’s goals in mind (content / instructional design / knowledge)
Professional Skills and craftmanship

Owns the full project/process scope to ensure thorough completion every time within the team. Manage your and your team’s expectations and time properly to effectively plan on incoming/upcoming projects & initiatives. Holistic team management across the entire immediate concentration.

Behaviors

  • Conveys clear feedback and mentorship to the team on tasks, projects and initiatives to ensure constant progression in quality and standard of work executed
  • Creates and maintains clear deliverables as they align with overall goals and high-level strategy
  • Achieves and maintains exceptional performance by leveraging creativity and uncovering solutions that definitively affect the Consulting Team goals
  • Ability to apply best practices to all facets of sales enablement focal areas
  • Effectively predicts timeline(s) for completion to align on launch dates, company growth, and in anticipation of potential roadblocks
  • Properly plans for bottlenecks and anticipate changes so as to not be thrown off

Examples

  • Take full ownership over consistent execution of the teams’ processes and projects in conjunction with Enablement’s path. Make all the necessary adjustments to keep the team productive and the tasks/projects properly suited (all roles)
  • Maintain content/knowledge efficacy and dependability across each overarching category for specific audiences to ensure completeness, effectiveness and timeliness. Spot gaps and assign them out as necessary (content / instructional design/knowledge)
  • Maintain each overarching session for encompassing roles and paths to ensure completeness, effectiveness and timeliness. Spot gaps and assign out as necessary (field enablement)
  • Set team KPIs and goals that allow the team to keep improving its health and trajectory (all roles)
  • Instruct and map out all future-facing goals, projects and deliverables while maintaining the ability to pivot based on environment, need, audience and goals (all roles)
Collaboration and communication

Extremely communicative with clear and concise delivery with all necessary parties on a regular basis to ensure alignment on all tasks and projects. Team members are always aware of important and relevant information in order for them to continually execute on their goals successfully. The strong communication agent for all things Sales Training across multiple departments while instituting new channels of communication for the overall success of the Consulting Group and respective Enablement Team.

Behaviors

  • Be able to identify, evaluate and reflect on the direct impact of their actions, words and the basic metrics of engagement within the team
  • Have the ability to challenge specific requests or suggestions in a constructive and programmatic manner
  • Communicate all information on a task and project level as it relates to the agreed-upon goals across the team and amongst individuals
  • Communicate clear feedback in a constructive and complete way to ensure continued efficiency and improvement
  • Identify knowledge and performance gaps across the immediate team and work together on improvement plans and processes to continue to foster growth

Examples

  • You identify a team member who is unable to consistently deliver on specific due dates, so you are able to come up with a means of conveying the disapproval, align on objectives and work toward a plan of improvement (all roles).
  • Encourage team members to share and gather feedback as it pertains to their role and begin a constructive conversation on how best to utilize this information to improve current and future tasks and deliverables (all roles).
  • Convey thorough feedback on a team member’s ability to design and deliver a finalized asset/piece of knowledge with clear strengths, weaknesses and goals (content / instructional design/knowledge).
  • Convey thorough feedback on a team member’s ability to lead a specific session with clear strengths, weaknesses and goals (field enablement)
  • Communicate to the larger Enablement Team; statuses, goals, targets and other operational information as it relates to the overall goals through a formal means (all roles)
Culture and maturity

Accountable for creating and driving culture manifestation within the team. Encompasses the values and culture of the company in each initiative, project and conversation that arises.

Behaviors

  • Identifies and outlines gaps in the culture within the immediate team
  • Sets the standard by example – always leading by precedent
  • Consistently creating new channels of communication across the initial team and broader teams to break down silos and encourage collaboration
  • Recognizes and place emphasis on actions that drive our culture
  • Respects differences and similarities; taking the time to understand the viewpoints of others

Examples

  • Always looking forward and challenging the team to do the same “what will we achieve tomorrow, etc.” (all roles)
  • Scheduling regular check-ins with managers and members of other departments (marketing, partners, etc.) to ensure deliverable expectations are aligned (all roles)
  • Intervene in negative discussions when necessary and realign individuals/groups as to the “North Star” (all roles
  • Be able to share in the ownership of successes and failures of the team as a whole and work diligently toward improving for the future (all roles)

Sr. Sales Enablement Strategic Lead (n/a)

Professional Path

Not yet available. Cooming soon!

Sales Enablement Manager

Professional Path
Impact

The main driver in maintaining the consistent impact of individual team members in the respective team. Ensure that the most important and impactful tasks/projects are prioritized with the bigger picture in mind.

Behaviors

  • Leads conversations consistently with contextual structure in mind to ensure team members understand the priority and impact directly
  • Recognizes and celebrates specific wins across the team that highlights the “impact” on the immediate or larger team in question
  • Responds to all changes in an effective and frictionless way and manages to push boundaries in creative ways, even in pressured times
  • Creates an execution beat and leads the delivery of impactful lessons, learning materials and content with their team, consistently

Examples

  • Evaluate the current plan(s) for content, lesson and/or knowledge creation, execution and deployment to assess importance & impact to better prioritize (all roles)
  • Work with Enablement Leads and cross-departmental leads to develop/update concrete methods of capturing data and/or usage information to ensure the most important/impactful data is being analyzed and understood (all roles)
  • Develop roll-out plans, in accordance with leadership, for the deployment of content/lessons that will have the greatest impact (all roles)
  • Decide, with the team, based on the yearly/quarterly plans, which tasks and projects are most important to complete the work in accordance with goals (all roles)
Knowledge and confidence

Remain as the go-to resource for all things product, process and best practices for the immediate team within the specific pillar (i.e. Field Enablement, Content, etc.). Act as a resource of information for the larger team on all relevant and owned focal areas and responsibilities. Has the ability to work independently with their team without the need for management interference. Provide clear guidance on actionable steps across the team.

Behaviors

  • Ensures that the team is up-to-date on all new product offerings and that the understanding of value is clearly demonstrated
  • The ability to evaluate presentation, curation and management efficiency based on current sales practices, product offerings, learnings and intended audience while instructing the team on adjustments and iterations
  • Outlines best practices for role-based responsibilities while staying aligned with current Consulting Group goals and preferred methodologies / messaging
  • Ability to understand and discover new techniques, learnings and methodologies while implementing them into future and current learnings
  • Ability to understand the necessity for new tools and processes

Examples

  • Not only attend outside courses, lectures, presentations, etc. but also recommend and facilitate the attendance for your team members to continually expand their knowledge and interest in their focal areas (all roles)
  • Uncover a need for new sales tool(s) to assist in learning/lesson creation and demonstrate the ability to implement these new tools when necessary (all roles)
  • Based on a direct understanding of the current structure, best practices and insight into future goals, forecast the need for new areas of training, instruction and knowledge transfer (all roles)
  • Create and manage best practices guides and instructional material to ensure the team is supported with the best methods for creation, maintenance and design with Consulting’s goals in mind (content / instructional design/knowledge)
Professional Skills and craftmanship

Owns the full project/process scope to ensure thorough completion every time within the team. Manage your and your team’s expectations and time properly to effectively plan on incoming/upcoming projects & initiatives. Holistic team management across the entire immediate concentration.

Behaviors

  • Conveys clear feedback and mentorship to the team on tasks, projects and initiatives to ensure constant progression in quality and standard of work executed
  • Creates and maintains clear deliverables as they align with overall goals and high-level strategy
  • Achieves and maintains exceptional performance by leveraging creativity and uncovering solutions that definitively affect the Consulting Team goals
  • Ability to apply best practices to all facets of sales enablement focal areas
  • Effectively predicts timeline(s) for completion to align on launch dates, company growth and in anticipation of potential roadblocks. Properly plan for bottlenecks and anticipate for changes so as to not be thrown off

Examples

  • Take full ownership over consistent execution of the teams’ processes and projects in conjunction with Enablement’s path. Make all the necessary adjustments to keep the team productive and the tasks/projects properly suited (all roles)
  • Maintain content/knowledge efficacy and dependability across each overarching category for specific audiences to ensure completeness, effectiveness and timeliness. Spot gaps and assign out as necessary (content / instructional design / knowledge)
  • Maintain each overarching session for encompassing roles and paths to ensure completeness, effectiveness and timeliness. Spot gaps and assign out as necessary (field enablement).
  • Set team KPIs and goals that allow the team to keep improving its health and trajectory (all roles)
  • Instruct and map out all future-facing goals, projects and deliverables while maintaining the ability to pivot based on environment, need, audience and goals (all roles)
Collaboration and communication

Extremely communicative with clear and concise delivery with all necessary parties on a regular basis to ensure alignment on all tasks and projects. Team members are always aware of important and relevant information in order for them to continually execute their goals successfully. The strong communication agent for all things Sales Training across multiple departments while instituting new channels of communication for the overall success of the Consulting Group and respective Enablement Team.

Behaviors

  • Be able to identify, evaluate and reflect on the direct impact of their actions, words, and the basic metrics of engagement within the team
  • Has the ability to challenge specific requests or suggestions in a constructive and programmatic manner
  • Communicates all information on a task and project level as it relates to the agreed-upon goals across the team and amongst individuals
  • Communicates clear feedback in a constructive and complete way to ensure continued efficiency and improvement
  • Identifies knowledge and performance gaps across the immediate team and works together on improvement plans and processes to continue to foster growth
  •  

Examples

  • You identify a team member who is unable to consistently deliver on specific due dates, so you are able to come up with a means of conveying the disapproval, align on objectives and work toward a plan of improvement (all roles)
  • Encourage team members to share and gather feedback as it pertains to their role and begin a constructive conversation on how best to utilize this information to improve current and future tasks and deliverables (all roles)
  • Convey thorough feedback on a team member’s ability to design and deliver a finalized asset/piece of knowledge with clear strengths, weaknesses, and goals (content / instructional design/knowledge).
  • Convey thorough feedback on a team member’s ability to lead a specific session with clear strengths, weaknesses and goals (field enablement)
  • Communicate to the larger Enablement Team; statuses, goals, targets and other operational information as it relates to the overall goals through a formal means (all roles)
Culture and maturity

Accountable for creating and driving culture manifestation within the team. Encompasses the values and culture of the company in each initiative, project and conversation that arises.

Behaviors

  • Identifies and outline gaps in the culture within the immediate team
  • Sets the standard by example – always leading by precedent
  • Consistently creating new channels of communication across the initial team and broader teams to break down silos and encourage collaboration
  • Recognizes and place emphasis on actions that drive our culture
  • Respects differences and similarities; taking the time to understand the viewpoints of others

Examples

  • Always looking forward and challenging the team to do the same “what will we achieve tomorrow, etc.” (all roles)
  • Scheduling regular check-ins with managers and members of other departments (marketing, partners, etc.) to ensure deliverable expectations are aligned (all roles)
  • Intervene in negative discussions when necessary and realign individuals/groups as to the “North Star” (all roles)
  • Be able to share in the ownership of successes and failures of the team as a whole and work diligently toward improving for the future (all roles)

Sr. Sales Enablement Manager (n/a)

Professional Path

Not yet available. Cooming soon!