Revenue Enablement Field Manager

The Revenue Enablement Field Manager at Restaurant365 is responsible for facilitating and executing training programs for new hires and the sales team. This includes onboarding, continuous learning, and methodical sales training with a focus on value-based selling and MEDDPICC methodologies. They also work to identify process bottlenecks and provide insights to improve sales productivity.

Candidates for the Revenue Enablement Field Manager role should have 4-5 years of experience in a sales or enablement position, ideally within a high-performance SaaS organization. A strong understanding of sales processes, experience with value-based methodologies, and proficiency in various training facilitation methods are vital. Familiarity with Salesforce and learning management systems is also beneficial.

The Revenue Enablement Field Manager contributes to sales productivity by developing effective onboarding and training processes tailored to the needs of the sales team. They help identify skill gaps, streamline sales procedures, and implement new strategies to enhance efficiency and effectiveness in selling, ultimately driving better results for the company.

As a Revenue Enablement Field Manager at Restaurant365, opportunities for growth include developing new enablement initiatives, contributing to the strategic direction of sales processes, and working closely with leadership to enhance training programs. As the organization evolves, there are chances to take on more responsibilities and leadership roles within the enablement framework.

Yes, while SaaS experience is preferred, Restaurant365 values diverse backgrounds, and restaurant industry experience can be an asset for the Revenue Enablement Field Manager position. Understanding the unique challenges and dynamics of the restaurant sector can significantly enhance the training and support provided to the sales team.

In planning a training program, I first assess the specific needs of the sales team and the new hires to ensure the content is relevant. I then engage stakeholders to gather feedback and utilize training best practices to develop structured onboarding that is interactive and aligns with our sales methodology, particularly emphasizing MEDDPICC.

I have implemented value-based selling methodologies extensively in my previous roles. This approach focuses on understanding the client's needs and aligning our solutions to deliver measurable business impacts. I believe in conducting workshops focusing on these principles to instill a culture of value in the sales team.

In my previous position, I noticed delays in the lead qualification phase. I initiated a collaboration workshop where sales team members could share their challenges. We rearranged our qualification criteria and introduced new tools to streamline the process, which resulted in a 20% efficiency increase in lead handling.

I use a combination of quantitative and qualitative metrics to assess program effectiveness. This includes tracking sales performance data post-training, gathering feedback through surveys, and conducting follow-up assessments. Continuous iteration based on these insights ensures the training meets team needs effectively.

I assess the skill levels and learning preferences of different groups before designing my sessions. For instance, I use case studies and role plays for experienced staff while providing foundational knowledge for newcomers. Additionally, I engage with team leaders to get input on what's most relevant for each segment.

My approach to developing training content begins with research to align with both our sales methodologies and industry trends. I incorporate input from various stakeholders and ensure the material is interactive and relatable, using real-world scenarios that can resonate with our sales team.

I stay updated by attending industry seminars, participating in webinars, and networking with other enablement professionals. Additionally, I regularly review industry publications and blogs to gain insights into best practices and emerging tools that can enhance our training programs.

Handling resistance requires empathy and understanding. I would first seek to engage those team members in dialogue to understand their reservations and then adapt the training to address their concerns. Being transparent about the benefits and incorporating their feedback often helps in gaining buy-in.

I have extensive experience using Salesforce for managing sales data, tracking opportunities, and reporting metrics. Additionally, I have worked with various learning management systems to streamline training processes, such as Lessonly and Salesloft, ensuring effective content delivery and follow-up.

My motivation comes from seeing team members succeed and continually improve in their roles. I take great pride in developing training initiatives that empower individuals and contribute to overall sales growth. The dynamic nature of enablement and the ability to make a tangible impact drive my passion.