The Strategic Advantage of Hiring a Director-Level Sales Enablement Role

Developing a sales enablement team is crucial for sales growth and continued success within any sales organization.

The problem.

Most sales executives and C-Suite members want to start with an individual contributor-level hire. One can only assume this thought process is born from inexperience in developing a sales enablement function or as a "cost-saving measure.

"We can have the VP of Sales guide the sales enablement lead in creating this function..."—the inexperienced C-Suite Member.

This way of thinking hinders and harms the sales team's function. It slows down the progress & speed with which enablement can move the team forward.

Why a Director-Level Sales Enablement Role?

Understanding the role of sales enablement is about more than just training sales reps. It's about creating a scalable program that multiplies the value of enablement efforts across the entire sales organization.

Teams can accomplish scale and multiplication through strategic alignment, comprehensive oversight, and attracting & retaining top talent.

Strategic Alignment:

A Director-level hire ensures that the sales enablement function is directly involved in high-level strategy discussions, aligning sales strategies with overall business objectives.

A director will bring valuable past experiences into the conversation to eliminate the mistakes that immature sales enablement teams will make during this crucial phase of growth.

Their experience will allow for direct, frank, and honest conversations on what is needed to develop the team. It will minimize the "I think hurricane" in which most individual enablement contributors get caught up.

Comprehensive Oversight:

This level of seniority & experience allows the sales enablement function to oversee the comprehensive development and deployment of enablement strategies, managing critical aspects such as training, content management, project management, and sales communication.

Attracting and Retaining Talent:

A director-level sales enablement professional can enhance the organization's ability to attract and retain top talent within sales enablement and the sales team, leading to a more skilled and effective team.

Framing the Conversation with Executives

When approaching executives to discuss the need for a Director-level sales enablement hire, consider the following points to make a compelling case:

1. Highlight the Strategic Impact: Underscore the strategic nature of the sales enablement function and how a director-level professional can drive alignment with broader organizational goals, instilling a sense of the role's importance and relevance.

2. Showcase the Long-Term Benefits: Elaborate on how a director-level hire can lead to long-term sales productivity improvements and business growth, fostering a sense of optimism and forward-thinking.

3. Demonstrate the Value Proposition: Provide examples of how a director-level sales enablement professional has positively impacted other organizations. For instance, they may have led to a significant increase in sales productivity, decreased sales cycle time, or improved customer satisfaction. These examples showcase the potential return on investment of hiring a Director-level Sales Enablement professional.

4. Address Concerns: Anticipate objections and address them proactively. For instance, if there are concerns about the cost, explain how the strategic impact and long-term benefits of a Director-level Sales Enablement professional can outweigh the initial investment. If there are concerns about the need for a director-level hire at this stage, provide examples of how other organizations have successfully implemented this role at similar stages of growth.

Framing your conversations with executives who are considering developing a sales enablement function will give them the insights they need to make a decision that best suits their needs.

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Love,

Enablement