Most Important Skills For A Director, Go To Market Enablement And Productivity At A Software Company
For Caitlin, a Director of GTM Enablement & Productivity, sales experience is paramount, as "sales is the single most transferable skill you can ever have in business," equipping one with crucial abilities like discovery, communication, and active listening. The ability to speak "peer to peer" with frontline sellers is also a must, as is knowing what to say and when to say it.
Sales Enablement, Go-to-Market Strategy, Communication Skills, Sales Experience, Active Listening
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Majors
Industries
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. Sales Experience is Crucial: Having sales experience is invaluable for go-to-market and enablement roles. It provides a foundation for understanding customer interactions and frontline seller needs.
2. Transferable Skills: Core sales skills such as discovery, communication, presentation, and active listening are beneficial across various business functions, not just sales roles.
3. Bridging Strategy and Execution: A key aspect of this role involves translating go-to-market strategy into actionable steps for sales teams, ensuring they are well-equipped to engage with customers effectively.
Transcript
What skills are most important for a job like yours?
Perfect. First and foremost, if you're going to do any kind of go-to-market or sales enablement role, a learning or operationalizing role, you need to have sales experience. I say that broadly because a mentor told me many years ago that sales is the single most transferable skill you can have in business.
Initially, I didn't believe it. However, no matter what you do in any organization or any function of the business, you'll need baseline sales skills. These include discovery, communication, presentation, and active listening skills.
In my role, I'm responsible for bringing go-to-market strategy to life. I need to give frontline sellers everything they need to be effective with their customers. They need to know what to say and when to say it.
So, you do need that kind of high-level, longer-term sales experience. This allows you to communicate peer-to-peer with your constituents.
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