A Day In The Life Of A Sales Enablement Specialist At Viant Technology
A Sales Enablement Specialist's day is split between strategy and execution, with no two days ever being the same: some days are strategy-heavy, involving "analyzing what is working, what is not working, and where can we improve" across the company or within specific teams, while other days are focused on execution, such as "running training sessions and refining sales materials". At its core, sales enablement is a "people job" that requires continuous interaction with sales representatives to understand their needs and ensure they have the resources they need to succeed in a dynamic environment.
Sales Strategy, Training and Development, Cross-functional Collaboration, Communication Skills, Dynamic Work Environment
Advizer Information
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Natalie Paterson
Sales Enablement Specialist
Viant Technology
Chapman University
Chapman University | M.S. Food Science
Chemistry
Technology, Advertising, Communications & Marketing
Sales and Client Management
Scholarship Recipient, Transfer Student
Video Highlights
1. The role involves both strategy-heavy days focused on analyzing what's working and what's not, and execution-focused days involving training and refining sales materials.
2. Sales enablement requires cross-departmental collaboration with operations, HR, engineering, and IT to equip sales reps effectively.
3. Daily interaction with sales teams is crucial for understanding their needs in real-time and ensuring they have the support to perform at their best.
Transcript
What does the day in the life of a sales enablement specialist look like?
This is a fun question because I love watching "career day in the life" videos on social media. What's fun about sales enablement is that no two days are the same; they vary drastically.
If I had to summarize it into two main themes, the first would be strategy-heavy days. This means analyzing what is working, what is not, and where we can improve. This can be as granular as analyzing what's working for a particular sales rep or region, or comparing the East Coast sales team to the West Coast team.
Strategizing for improvements can also span the entire company. Sales enablement needs to work cross-departmentally to analyze communication gaps that affect the sales team. This involves collaborating with operations, HR, and engineering to understand how we can equip our sales reps to be the best they can possibly be.
The second theme is days focused on actual execution. While strategy is important, nothing gets done unless it's executed. These days involve running training sessions, refining sales materials, and addressing gaps identified in strategy sessions.
You can think of these as "game day" – the days we actually play the game. However, beyond strategy and execution days, the main theme that happens every day is interaction with teams.
Sales enablement is a people job. We are only as effective as our communication with sales reps and our understanding of their real-time needs. Sales is a very dynamic job, so sales enablement also has a dynamic job interacting with our reps daily to bring out the very best in them.