Biggest Challenges Faced by a Go-to-Market Enablement and Productivity Director at a Software Company
As a team of one in GTM Enablement & Productivity, Caitlin's biggest challenge is relying on the goodwill of colleagues to share their expertise, which means needing to "sell people on why they should help." Fortunately, leveraging skills honed as a seller, Caitlin reports a consistently high conversion rate when pitching initiatives to the organization for assistance.
Sales Skills, Collaboration, Influence, Resourcefulness, Initiative
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Majors
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Job Functions
Traits
Caitlin Bercha
Director, GTM Enablement & Productivity
Software Company
Cal Poly SLO
MBA - University of San Diego
English, Writing & Education
Technology
Business Strategy
None Applicable
Video Highlights
1. Being a team of one requires strong sales skills to influence colleagues to contribute and share expertise.
2. Success in this role relies heavily on the collaboration and willingness of colleagues to act as good corporate citizens.
3. The ability to create a compelling 'why' for colleagues is crucial for gaining their support and assistance with initiatives.
Transcript
What is your biggest challenge in your role?
My biggest challenge is that I'm a team of one. This is true at my organization, and often at others as well.
It becomes challenging because you really have to sell people on why they should help you. This is where your sales skills come in. I need to rely on my colleagues being good corporate citizens and caring enough to share their best practices and expertise.
All of that really comes down to my ability to sell and make it a compelling "why" for them. Fortunately, my conversion rate when I was a seller was always around 20 to 25%, which is pretty good.
I would say that it's stayed that way as I'm pitching around my organization to get assistance for whatever initiatives I'm trying to roll out.
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