The Highspot team is dedicated to helping sales reps maximize their time and resources. Today we’re sharing perspectives from Sean Goldie, Sales Enablement Manager at Concur. Having driven sales, marketing, and enablement activities in multiple capacities, Sean offers actionable advice we think sales enablement pros will find exciting.
The Sales Enablement Pro Series is designed to highlight the everyday application of proven strategies. Through the Series, experts illustrate observations and suggestions based upon real-world experience.
Here are Sean’s responses to 6 questions central to sales enablement success. (Plus one wildcard, just for fun.)
Please tell us a little about yourself and your sales enablement role at Concur.
I’m the Sales Enablement Manager for Tools & Technology. In this role I support the sales team globally, with a charter of maximizing our investment in sales enablement tools.
I came into my role through sales. When I joined Concur, I was a sales rep. About 2 ½ years into it, a General Manager knocked on my door. The company had a sales training function and wanted the SMB team trained by a sales rep, someone who had been in role and knows what it’s like. I then built out an onboarding academy and program, where I onboarded all of our SMB reps – 175 folks in an 18-month period.
I then started asking myself, “What is this thing called sales enablement?” I realized it’s more than training and technology. It’s also the messages marketing sends that get distilled for the field. From that point I took a turn in marketing, to better understand the function so I could return to sales enablement and really succeed.
Today the sales enablement org is centralized and consists of 30 dedicated resources. I’m in the global distribution org within the operations group – sales operations.Continue reading article ›