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Will a Former Sales Leader be a Good Leader of Sales Enablement?

Who will be the leaders of sales enablement and how can they be successful?

Sales Enablement is quickly growing into a popular resource for organizations in every market, but who in the industry is equipped to lead a sales enablement approach? Read more to learn about the elements of a good sales enablement leader and who can fulfill these much-needed roles.

While a former sales leader may be well-positioned to lead sales enablement, there are a lot more factors that need to be considered when making the career switch. A good leader of sales enablement needs an extensive knowledge of the field, and the tools required to navigate it. 

Why a Former Sales Leader Might Be Great As a Sales Enablement Leader

One reason why a former sales leader would fit well in sales enablement leadership is because they already have the experience and understanding of what it takes to be successful in a sales role. However, let’s dive deeper into what that means for potential sales enablement leaders and what might be expected of them.

As sales enablement dominates the sales industry, it’s important to know that the strategy requires a deep understanding of the sales process, the customer journey, and the tools and resources that sales teams need to be successful. Therefore, a former sales leader may have this knowledge and expertise, which can be valuable in leading a sales enablement team.

Additionally, a former sales leader may be able to provide valuable insights into the challenges that sales reps face and how sales enablement can address those challenges. They may also have a strong network of sales professionals and industry connections that can be leveraged to support sales enablement efforts.

What a Sales Enablement Leader Needs To Be Successful

It’s important to note that leading sales enablement requires more than just sales experience. It also calls for strong leadership, communication, and project management skills. 

Therefore, a former sales leader would need to develop these skills or build a team that has the necessary expertise to support sales enablement efforts effectively. 

Additionally, they would need to learn how to utilize specific tools that are unique to sales enablement. These tools can help to improve the sales process, increase productivity, and ultimately drive revenue growth, ensuring the team is equipped for maximized productivity. 

To be effective at leading the enablement function of the company, you’ll need to have experience with those tools.

We have divided these tools into several categories: 

Content management tools 

These tools help sales teams to organize, manage, and distribute content such as sales collateral, case studies, and product information. 

Content management tools can also help sales reps to access the latest and most relevant content quickly and easily, allowing the sales team to stay ahead of competition and up-to-date with market trends.

Sales training and onboarding tools

These tools help sales teams to develop the skills and knowledge they need to be successful in their roles. This might entail online training modules, on-the-job training, coaching, and mentoring programs. Keeping resources available for the team is crucial to improving the team’s overall performance.

Customer relationship management (CRM) tools 

CRM tools help sales teams to manage their interactions with customers and prospects, track leads, and manage their sales pipeline. 

A good CRM system can also provide valuable insights into customer behavior and help sales teams to identify opportunities for upselling and cross-selling!

Sales analytics and reporting tools

These tools provide sales teams with valuable insights into their performance and help them to identify areas for improvement. 

Analytics tools can help sales reps to track their progress towards their sales targets, identify trends, and make data-driven decisions

Measuring your sales reps’ development and pain-points will also promote a culture of growth within the team.

Sales engagement tools 

These tools help sales reps to engage with prospects and customers in a more personalized and effective way. This can include email automation tools, social selling tools, and video conferencing tools.

Sales operations and productivity tools 

These tools help sales teams to be more productive and efficient in their roles. This can include tools for scheduling meetings, managing expenses, and tracking sales activities.

Summing it Up

If you’re a former sales leader looking at a career in sales enablement, you might be looking in the right place! A former sales leader can be successful at leading sales enablement if you have the right blend of sales experience, leadership skills, and expertise in sales enablement to benefit your organization.

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