Main Responsibilities Of A Sales Enablement Specialist At Viant Technology
As a Sales Enablement Specialist at Viant Technology, Natalie's primary responsibilities center around "remov[ing] the friction so that sales teams can sell better," essentially acting as the support staff to the sales reps who are the "players on the field," and this encompasses game plan strategy, training and skill development, as well as the tools and data necessary for success, ensuring the sales team has "the best tech" to manage clients and source new business.
Sales Strategy, Training and Development, Sales Technology, Business Development, Team Enablement
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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. Sales enablement aims to remove friction and enable sales teams to sell better, similar to how coaches and support staff help a sports team perform at their best.
2. Key responsibilities include developing game plans (playbooks and strategies), providing training and skill development (both technical and soft skills), and ensuring access to the right tools and data.
3. The role involves equipping sales representatives with the necessary technology to manage clients, source new business, and interact with teams across the company.
Transcript
What are your main responsibilities within your role?
I'm in sales enablement, and my role is a sales enablement specialist. Put simply, our department removes friction so sales teams can sell better.
Think of a top-performing sports team. They have coaches and support staff who help them perform at their best. In this analogy, the sales reps are the players on the field, and sales enablement is the team behind them.
My responsibilities as a sales enablement specialist fall into three buckets. The first is the "game plan," which includes the playbook and strategy for how sales teams position the product and company.
The second is training and skill development. A good strategy is essential, but sales reps need the right skills to execute it. Just like athletes need drills, sales teams require training, whether it's technical or soft skills.
The third main responsibility is tools and data. Athletes need specific equipment, and in the tech world, this means ensuring sales reps have the best tools to manage clients, find new business, and collaborate internally.
So, the three key responsibilities are game plan, practice and drills, and tools and data.