Current Role: Sales Enablement Manager – Specialized Risk Group
How did you get into Sales Enablement?
I was at a tech startup and I started in a credentialing role, and then a training role and a support role. I built a support function and then I built an enablement function. I’ve held so many different roles, that it rounded out my skill set. I’ve done customer support and technical support as well. I’d like to say that my world is everything sales-related, except selling. It’s been a natural progression to the point where I just raised my hand and said “Here’s what I want to call myself, and this is what I want to do”. I did some research (on sales enablement) and said “That’s it”. At the time I didn’t know anyone doing sales enablement, and now we’re working on the definition of it in my chapter, but to me, it’s simple- Arming your sellers with the knowledge, skills, ability and tools to do their jobs.
What accomplishment are you the most proud of?
I’m really proud of an onboarding program I built for my company, which my part of my company has been recognized for. I built a good program, which is now run by my sales trainer. He took a good program and made it great. But seeing people come in off the street and then sell a complex, technical solution, be successful and making money in 90 days is a really good feeling. We have people closing deals 2-3 months in. It’s great to see people come in and feel confident. I had a very short career in sales. I had no training and no support. Like, “Here’s your laptop, here’s your route, good luck.” I always think about that experience. It was terrible and I don’t want that experience for my sellers. What we’ve been able to create.. I have a team of incredibly skilled individuals, is if my sellers need a resource or have a suggestion, there’s a space where they’re heard. We do our best to make sure they’re happy and ensure they have everything at their disposal.
What are you currently working on?
I have been pretty aggressive this year on purchasing technology to streamline and enable value-added activities. I don’t like redundant, wasteful or inefficient, so anything I can do to make it as easy as possible for people to do their job, I want to do that. I’ve purchased a couple pieces of technology this year that in the long run, will help my sellers touch more customers and help prioritize their day. You know you’re not going to talk to every single person that you call, so why not get through the calls that you know you’re going to leave a voicemail, and then when you do get those calls where you have that conversation, you’re prepped and you can have that much more of a valuable conversation. Just plumbing in pieces of technology, to help our sellers be better, quicker, more agile, waste less time, get to the right people and stay on top of their books of business.
What do you hope for the Sales Enablement Society?
I hope we create a channel where people can get resources. There’s a wealth of knowledge, and you could go into an organization and maybe there is no sales enablement function, you could probably piece something together. I want that resource for the society. I want practitioners to chime in, not the people who have a self-vested interest that they sell sales enablement as their service or come in and teach you sales enablement. Instead, for your general practitioner, somebody can go to the sales enablement society website, find a resource, watch a webinar, listen to a podcast to help them out. If you want to launch social selling or you want to review your onboarding or you say, “I hate my CRM, I really need some help, what do I do?”. I want to turn the society and say “Here’s my problem”, and immediately five people are writing back saying “I’ve had that problem. Call me. Let’s talk about it”, or, “Here’s what I’d suggest”. Things like that. What I’ve encountered from society members and from shows is, that enablement person is it. Often they are alone in their organization as an army of one, with no resources or outlets. I think the society can be that outlet and be that resource.
What do you do when you’re not at work?
I get up everyday at 4:30 and I go to the gym, I go home, I go to work. When I’m not work, I’m hanging out with my son. When I’m not hanging out with my son, most likely I’m still working. I want to be a conduit for a future generation of enablers. There’s a very real need for future sales enablement professionals to know what it is and how to get into it. Maybe they liked selling, but it wasn’t exactly for them. How can we get them into enablement?