Most Important Skills for a Sales Enablement Specialist at Viant Technology
Natalie, a Sales Enablement Specialist at Viant Technology, emphasizes that influencing behavior change requires three key skills: strategic thinking, communication, and relationship building; specifically, the ability to "synthesize and distill things down in bite-size, actionable bits" for sales reps, coupled with building trust through personal relationships, ensures information is well-received and impactful.
Strategic Thinking, Communication, Relationship Building, Sales Enablement, Process Improvement
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. Strategic thinking is crucial for identifying inefficiencies and designing better processes within teams and the company.
2. Communication skills are essential for translating complex ideas into simple, actionable insights for sales representatives.
3. Building strong relationships and trust is vital for influencing others and ensuring sales reps perceive you as a helpful and reliable resource.
Transcript
What skills are most important for a job like yours?
The best sales enablers are not just knowledgeable; they have the ability to influence. This is a murky term, so let me point out three key skills for influencing people and enabling behavior change.
The three key skills for a sales enablement specialist are: strategic thinking, communication, and relationship building. First, strategic thinking involves spotting inefficiencies within teams and the company as a whole. When spotting these inefficiencies, you then need to strategize and design better processes.
Second, communication is key. As a sales enablement specialist, you must translate your ideas and ideas from departments across the company into simple, digestible, and actionable insights. You need to keep things simple for sales reps because they are constantly bombarded with information about changes within the company and from clients. Your ability to synthesize and distill information into bite-size, actionable bits will make their lives easier and their roles more effective.
Last but not least is relationship building. To have influence, you need trust and personal relationships with people across the company, especially sales reps. Your ability to influence is built on how well someone trusts you to deliver accurate and helpful information that is invested in them. We all listen with the frame of "what's in it for me?" By having real friendships and relationships, your job as a sales enablement specialist becomes much easier.