Community Feedback On The Program

John and the Trust Enablement team have been stellar in providing current insight, best practices and guidance in the field of Enablement.  Their services, such as weekly Job Seeker Mastermind, Story Telling Workshop, weekly Enablement Newsletter, CRO Perspectives, etc. have all been purposefully designed and delivered to up-level your enablement skills and understanding of the latest trends in the marketplace.  John’s work has effectively created a worldwide community of enablement professionals who are better equipped to effectively re-entering the marketplace with a maniacal focus on delivering business results.

Rodney Umrah

Alkuun pääseminen - Työttömyysmatka

Shauna MacNeil, pitkäaikainen auttaja ja ihana ihminen, tuli erääseen viikoittaiseen keskustelutilaisuuteemme jakamaan tämän neuvon ryhmän kanssa. Olemme lisänneet sen mukaan hyödyksesi.

Anna itsellesi armoa, mutta jatka sitten eteenpäin

You are entitled to a short period of grief over losing your job.

Ota päivä tai viikko aikaa käsitellä asiaa, parantaa itsesi ja valmistautua työnhakuun.

Mutta jatka sitten eteenpäin.

Mene ulos, laadi itsellesi aikataulu, laadi tehtävälista, seuraa edistymistäsi ja vältä suunnittelemattoman ajan ansaa.

Älä mene yksin

Liity johonkin yhteisöön, kuten työnhakijaohjelmaamme, ja/tai palkkaa valmentaja.

Maintaining connections, building a growth mindset, and learning new things will keep you sharp, focused, and in the right mind.

Verkko

Network for job openings to gain new perspectives on the journey, learn from others, and reconnect with others.

Huom: Sisällytä tämä vuotuiseen urasuunnitelmaasi. Pidä joka vuosi huoli siitä, että olet yhteydessä 5-6 henkilöön ja rakennat todellisen ammatillisen yhteyden. Tai ole aggressiivisempi, valitse 2-3 ihmistä joka kuukausi ja kasvata verkostoasi aidoilla suhteilla.

Omista tarinasi

Valitettavasti monet ihmiset parantavat kokemustaan tai valehtelevat siitä ansioluetteloissaan.

Älä tee tätä.

Ymmärrä kuitenkin uratarinasi myönteiset saavutukset ja omista ne.

Jos tarvitset apua tässä, liity ohjelmaamme; autamme sinua näkemään, mitä olet saavuttanut, ja kertomaan tarinasi rehellisesti ja vaikuttavasti.

Mikä on sinun Elevator Pitchisi? 

Käytä aikaa kehittääksesi terävän hissipuheenvuoron, jonka tulisi olla selkeä kaari, kuten myös menestystarinoidesi:

• Miksi teet sitä, mitä teet?
• Miten saavutat miksi?
• Mitä tuloksia saavutat?

Tiedä mitä haluat

Mitkä ovat sinun ehdottomat tavoitteesi?

Mieti muun muassa palkka, titteli, työpaikka/yhdistetty etäyhteys, laajuus ja vastuu, missä organisaatiossa raportoit, mitä haluat tehdä ja niin edelleen.

On-Demand Webinar – Job Search Strategies for Sales Enablement Professionals

Our friend, Natosha McIntyre, delivered this fantastic webinar for a few of our job seekers.

The PowerPoint Natosha used for this webinar can be found here.

Prospecting for Job Seekers

Chantae Sheetz is collaborating with Trust Enablement to share regular advice for job seekers.  These prospecting tips come directly from her.

Get crystal clear on a few things:

• Values – if you haven’t assessed your personal and professional values recently, there’s no better time than now. What do you value, and what do you want your future employer to value? (not sure where to begin?! Direct Message Chantae on LinkedIn if you want to go through the Values Exercise.
• Role – What kind of role aligns with your strengths and passions that brings you the most joy? Is it what you’ve done before, or will you try something completely different? Where do you see yourself in 5 or 10 years? – Work backward from that future version of you! 
• Company – What size of a company is your sweet spot? Are you a start-up gal/gent? A large Fortune 100 gal/gent? How many people are on your future team, in your department, etc.? What is your boss like? What is your CEO like? Who are their investors if they’re private? Who’s on the board? What benefits do you require? What kind of diversity do you want to see? What kind of ERGs do they have? Recent news? Product market fit? Where do you see the company in a few years? Remote/in-person/hybrid? (you get the point)
• Targeted Salary – This one… I CAN’T stress this one enough. What happened to you sucks, AND the last thing I’d ever want for anyone laid off is to take any offer they get because they get caught in their head. Know what you want, don’t go backward in your salary, AND negotiate that ish when that time comes (more on this in a future post when we get to “sign your offer!!!”)
• Time – How much time can you commit to your job search while maintaining positive mental health and wellness? Be realistic with yourself (include job searching/applying, interviews, interview prep/research, follow-up communications, networking calls, mock project creation, etc.)

Ok… it’s essential not to skip steps. Once you’re clear on those things, you won’t be throwing spaghetti at the wall or mass “spray and praying” your resume to every open role you see. Like in sales, you don’t reach out to anyone for funsies; you must first know WHY and the desired outcome.

Chantae suggests taking an account-based approach to your job hunting at this point.  She notes that she likes to have 3-5 target companies that are her DREAM companies. They align with her values, mission, and purpose and are a product fit that FIRES her up!

When you identify these companies, what should you do? This will look very similar to a target account strategy in sales.

1. Set up news alerts. You want to be notified of any recent news updates they have. (Funding, leadership, hiring, givebacks, etc)
2. Identify a handful of critical employees you resonate with, are in the org you want to join, would be cross-functional partners, or can be champions for you through the interview process.
3. Do deeper company research than with other companies you’re applying for. (For example, if they’re public, read their 10k or investor reports, how is the role you’re applying to help them achieve their company objectives and what VALUE can you drive and add to their organization) *** Hint, do 10ks intimidate you a bit? Throw it in ChatGPT and ask it to summarize it for you.

That’s great, but what do you do with all this research?

Find a personalized way to nurture and add value to the contacts you’ve identified, anyone who is a leader or above, reach out to with targeted messaging directly speaking to bullet #3.

Investoi ammatilliseen kehitykseesi

Sales Enablement-ammattilaiset asettavat kaikki muut etusijalle eivätkä useinkaan investoi jatkuvaan ammatilliseen kehitykseen.

Tämä itseesi panostamisen puute haittaa työsuoritusta, työnhakua ja mielenterveyttä (tauot ovat välttämättömiä).

Miten voit investoida itseesi rikkomatta pankkia?

• Lue meidän Perimmäinen opas Sales Enablement:hen.
• Jos olet työtön ja kuulut tähän ohjelmaan, pääset ilmaiseksi kaikkiin tapahtumiimme.
• If you are employed, get a qualified enablement coach — while unemployed, join our program and get lots of free coaching.

Invest in Updating Your Resume

Many people fail to keep their resumes updated, ATS-friendly, and well-designed.  It’s not usually a priority until…  Well, until it is…

• When you work on your resume, ensure it will get by the algorithms used by applicant tracking systems (ATS) by following the advice in this article.
• This website, Visuaalinen ansioluettelo, does a beautiful job of creating a good-looking resume.
• Indeed, the job search website has some fantastic resources:
  • How to write a <choose your profession> resume.
  • Words to avoid on your resume.

And, Indeed offers resume writing/editing services, which you can learn about here.  As of the time of this writing, pricing is:

• Recorded review + notes = ~$35
• 20m coaching session = ~$70-100?
• Professional write or re-write = $200-250?

And one enabler told me the recorded review was the best $35 they spent!

Develop Your Enablement Portfolio

In competitive job search markets (like we find ourselves in right now), companies often ask enablement professionals for examples of their work–their enablement portfolio.

Our good friend, Sam Moody, was kind enough to share a templated Enablement portfolio.  Download the Sales Enablement Portfolio.

Courses and Certifications

Check out all of these resources:

• This paid course on Udemy is about the art and science of enablement.
• Saleshood tarjoaa erinomaisen ja ilmaisen Sales Enablement Johtamiskurssi.
• LinkedIn Learning has a wonderful course on Sales Enablement (free).
• The building blocks of sales enablement course.

Recommended Coaching Resources

Here are additional resources that job seekers need to check out.

• The Trust Enablement Career Coaching program is designed for enablers.
• Valmennus ja mentorointi Britta Lorenzilta.  Britta has deep experience in enablement and is a certified coach who understands how to help people achieve their next level of success.
• Living while Leading is our recommended executive coaching program delivered by Sharon Ehrlich.
• Our members also recommend the Happily Hired program for job seekers.
• Canadian Career Management Service is an excellent resource for Canadians looking for their next job.

Muita suosittelemiamme resursseja

• Oletko epävarma siitä, miten vastaat Tell me about yourself question?
• Our friend, Daryl Spreiter, does a fantastic job of teaching people how to develop their pitch — read this overview he wrote in 2017.
• Katso tätä haastatteluopas Help Scout put out for people interviewing with them, with valuable insights and advice.

Applying But Not Getting Interviews

This video provides eight great tips to overcome this problem. The only tip we don’t recommend in this list is to create a custom resume for each job application.  The ROI isn’t there, in our opinion.

 

Menestystarinoiden kertominen

Tutustu seuraaviin tarinankerronnan kehyksiin:

• The STAR-kehys on edelleen ajaton helmi.
• Ja tämä yksinkertaistettu versio, PAR, on käsitelty eräässä 8+ minuutin YouTube-video:

Prosessisi näiden tarinoiden osalta pitäisi näyttää suunnilleen tältä:

• Määrittele projekti, jonka parissa olet työskennellyt ja josta olet ylpeä ja josta haluaisit kertoa haastatteluissa tai kollegoiden kanssa.
• Varmista, että ymmärrät, MIKSI tämä projekti toteutettiin, mihin liiketoiminnan tunnuslukuihin yritit vaikuttaa ja miten se auttoi vertaisiasi, johtajiasi ja joukkuetovereitasi.
• Suunnittele tarinasi näiden elementtien avulla.
  • Mikä oli ongelma, jota yritit ratkaista?
    • Kuten kaikki suuret myyjät tekisivät, keskity liiketoimintaan ja sen ihmisiin kohdistuvaan tuskaan ja vajoa siihen.
    • Mene syvälle liiketoimintaan ja henkilökohtaiseen kipuun esimerkkien avulla.
    • Ole selkeä - miksi tämä ongelma oli tärkeä liiketoiminnan suorituskykyindikaattoreiden kannalta.
  • Mitä sinä teit?
    • Mitä sinä teit?
    • Miten työskentelit muiden kanssa?
    • Ole yksityiskohtainen, mutta älä mene liian pitkälle.
    • Liitä toimet aina siihen, miten ne auttoivat selviytymään ongelmista ja saavuttamaan liiketoimintavaikutuksia.
  • Mitä tapahtui?
    • Sido ohjelmasi vaikutus takaisin ongelmiin, joita yritit ratkaista, ja vaikuta suorituskykyindikaattoreihin.
• Harjoittele ja pyydä palautetta.
  • Jos sinulla on ystäviä tai ikätovereita, joiden kanssa voit harjoitella, tee niin.
  • Liity ilmaiseen ohjelmaamme, jos olet työtön.
  • Rekisteröidy meidän maksullinen valmennusohjelma.

Haastattelukysymykset palkkaaville johtajille

Jos olet myynnin mahdollistamisen ammattilainen ja etsit töitä, mistä tiedät, ymmärtääkö yritys, johon haastattelet, myynnin mahdollistamista?

Mistä tiedät, onko heidän visionsa linjassa sinun visiosi kanssa?

Yksi keskeinen menetelmä? Esittämällä hyviä kysymyksiä haastatteluprosessin aikana.

Siksi pyrimme keräämään, päivittämään ja laajentamaan seuraavaa kysymysluetteloa.  Huom: Matt Cohen on avokätisesti jakanut kymmenen ensimmäistä kysymystä.

1. Raportoidaanko käyttöönotosta CRO:lle? (Enablement kuuluu tyypillisesti CRO:n, kasvun, RevOpsin tai markkinoinnin alaisuuteen.) Raportointi kertoo paljon siitä, miten strategiaa muotoillaan).

2. Kuinka monta työntekijää Enablement-yleisö tukee ja kuinka monen työntekijän on tarkoitus liittyä Enablement-tiimiin parin seuraavan vuosineljänneksen aikana? (Onko tukisuhde riistäytynyt käsistä? Onko suunnitelmissa puuttua asiaan palkkaamalla työntekijöitä)?

3. Miten saat myyjiesi viestinnän vastaamaan ostajaa siellä, missä hän on? (Kuinka asiakaskeskeinen organisaatio on, koska se kertoo Enablement:n kyvystä vaikuttaa tuloihin.)

4. Oletko kasvu- ja skaalautumispisteessä? Onko liiketoiminta supistumassa eksponentiaalisesti ja palkkaaminen lisääntymässä? (Enablement-sovitus)

5. Kertokaa minulle viime vuosineljänneksen keskeisistä mahdollistamishankkeista ja siitä, miten toimitusjohtaja ja ylin mahdollistamisjohtaja, esim. CRO, ovat olleet mukana. (Johtajuuden sopivuus ja johdon sponsorointi)

6. Miten määrittelet Enablement:n? (Tämä on tärkein. He ovat todennäköisesti väärässä, ellei heillä ole taustaa asiasta. Ovatko he vastaanottavaisia määritelmällesi?)

7. What is Enablement’s audience? (Fine if it’s still at the phase of being just sales, but it’s good to see if there is a willingness to expand in the future.)

8. Mitkä ovat suurimmat haasteet, jotka Enablement mielestäsi ratkaisee ensimmäisellä vuosineljänneksellä? (Vastauksesta käy ilmi, pitävätkö he tehtävää enemmän strategisena vai taktisena. Antavatko he sinulle kaikki vastaukset vai jättävätkö he sinulle tilaa niiden selvittämiseen).

9. Miten luottamus, valtuuttaminen ja autonomia vaikuttavat kulttuuriin? (Tämä kertoo, kuinka paljon he ovat halukkaita antamaan jonkun toimintoon erikoistuneen henkilön omistaa sen).

10. Mikä tekee minusta sopivan Enablement:n työntekijän tässä yrityksessä? (Käytettiinkö aikaa taustasi tarkasteluun? Tietävätkö he tarpeeksi yhdistääkseen taitosi siihen, minkä parissa enablementin pitäisi työskennellä)?

Ja here are a few more:

11. How long has this role been open?

12. Where have other candidates fallen short of your needs?

13.  How urgent is it for you to fill this position?  What’s driving this need?

Our friend, Crystal Nikosey, and other enablement professionals have also crowdsourced a great list of questions in this Google Document.

Mitä haastattelukysymyksiä johtavat Enablement-johtajat kysyvät haastatteluissa?

Tarkista tämä excellent thread where enablement leaders share their favorite questions.

Are you looking for other Interview questions?

This site includes a categorized list of 800+ interview questions.

10 Challenging Interview Questions and How to Respond

Our friend, Natosha McIntyre, shared this section with us to share with the community.

1. Share a Personal Career Highlight

Interviewers ask this question to understand your achievements and strengths. Consider discussing a project where you exceeded expectations, received recognition, or solved a significant problem. Emphasize your impact and how it aligns with the job you’re interviewing for.  Sample Answer: “One of the proudest moments in my career was when I led a cross-functional team to launch a new product ahead of schedule and under budget. This project not only showcased my leadership and project management skills but also resulted in a 30% increase in revenue for our company within the first quarter of its release.”

2. What Sets You Apart from Other Candidates?

To stand out, highlight unique skills or experiences. Mention specific accomplishments that demonstrate your qualifications. For example, if you’re applying for a project management role, discuss how you successfully led a cross-functional team to complete a project ahead of schedule and under budget.  Sample Answer: “What sets me apart is my ability to combine technical expertise with strong communication skills. For example, in my previous role as a data analyst, I not only conducted in-depth data analysis but also translated the findings into actionable insights for non-technical stakeholders, which led to more informed decision-making.”

3. Explain a Complex Technical Concept Simply

Choose a complex term from your field and simplify it for a non-expert audience. For instance, if you’re a software developer, you could explain “algorithm efficiency” by comparing it to finding the fastest route on a map. Relate the concept to something relatable and easy to understand.   Sample Answer: “Consider ‘neural networks’ as virtual brains for computers. Just like our brains learn from experiences, neural networks learn patterns from data. They have layers, like our thinking process, where each layer processes specific aspects. Together, these layers help computers recognize patterns and make predictions, like identifying objects in images or translating languages.”

4. Share Your Strategy for Career Growth

Outline your career aspirations and explain how you plan to achieve them. For instance, if you aspire to become a data scientist, discuss your commitment to ongoing learning, online courses you’ve completed, or projects where you applied new data analysis techniques.  Sample Answer: “I’m committed to continuous learning and growth. Currently, I’m pursuing online courses in machine learning to enhance my skill set. I also seek out challenging projects at work that allow me to apply new skills and take on leadership roles, helping me move closer to my goal of becoming a senior data scientist.”

5. Describe a Time You Adapted to Change

Share a scenario where you adapted to a significant change, such as implementing new software or adapting to a remote work environment. Highlight your flexibility, problem-solving skills, and ability to positively influence others during transitions.  Sample Answer: “When our company transitioned to remote work during the pandemic, I quickly adapted by setting up efficient virtual collaboration tools, organizing regular team meetings, and providing resources for team members to cope with the change. This ensured productivity remained high despite the challenging circumstances.”

6. Discuss a Project That Required Collaboration

Describe a project where you successfully collaborated with colleagues. Discuss how you communicated effectively, resolved conflicts, and contributed to the project’s success. Highlight specific examples of teamwork and its impact.  Sample Answer: “In a recent project, I collaborated with a diverse team from various departments. While the technical aspects were essential, what made it successful was the strength of our human relationships. We fostered an environment of trust and open communication, valuing each team member’s contributions. This synergy not only led to a streamlined process but also forged lasting professional relationships that continue to enhance our collaborative efforts.”

7. How Would You Handle a Difficult Client or Colleague?

Provide a hypothetical scenario and outline your approach to resolving the issue. Discuss active listening, empathy, and problem-solving. For example, you might mention how you would address a client’s concerns, propose solutions, and maintain a positive working relationship.  Sample Answer: “If a client or colleague were upset, I would first actively listen to their concerns to understand their perspective. Then, I would propose solutions, emphasizing our shared goals. By demonstrating empathy and a commitment to resolving the issue, I believe we can find common ground and maintain a positive working relationship.”

8. Explain a Complex Term in Layman’s Terms

Choose a complex term or concept from your field and simplify it. For instance, if you’re in finance, explain “asset allocation” as the strategy for spreading investments across different types of assets, like stocks and bonds, to reduce risk.  Sample Answer: “Let’s break down ‘quantum computing.’ Think of traditional computers as people searching a massive library page by page, while quantum computers are like instantly knowing the right page without looking through the rest. They use ‘qubits’ instead of ‘bits,’ allowing for incredibly fast calculations and solving complex problems that were once impossible to tackle with classical computers.”

9. Discuss Your Approach to Ethical Dilemmas

Share a personal or hypothetical ethical dilemma you’ve faced or might encounter in your field. Explain your ethical principles and decision-making process. Highlight your commitment to honesty, integrity, and ethical behavior.  Sample Answer: “In my previous role, I encountered an ethical dilemma related to data privacy. I prioritized transparency, informed all stakeholders, and sought legal advice to ensure compliance with regulations. Upholding ethical standards and integrity is non-negotiable for me, even if it involves difficult decisions.”

10. What’s Your Vision for the Future of This Industry?

Discuss industry trends and your vision for its future. For instance, if you’re in healthcare, talk about the importance of telemedicine and how it can improve access to healthcare services. Demonstrate your knowledge of the industry’s direction and your enthusiasm for contributing to its evolution.  Sample Answer: “I believe the future of our industry lies in harnessing the power of artificial intelligence and automation. By integrating AI-driven solutions, we can enhance efficiency, reduce costs, and provide more personalized experiences for customers. I’m excited to be part of this transformative journey and contribute to shaping its future.”

Preparing for Panel Interviews

Esimerkkihankkeita haastattelujen tueksi

Trust Enablement-työnhakijaohjelman jäsenet jakavat näitä esimerkkeinä.

 

When Rejection Happens

You will get rejected sometimes, even if you do a fantastic job in the interview process.  

Someone else may have been slightly better, had more chemistry, or asked that one question that made the difference.

When it happens, remember:

• Use it to improve.  Ask the hiring manager, if possible, what you could have demonstrated to make hiring you a no-brainer decision.
• Use it to build your network.  Ask the hiring manager and others you connected with to connect with you on LinkedIn.  Let them know you appreciate their time and want to stay in touch.

Where Should I Look For Enablement Jobs

We have the #1 enablement-only jobs board on the internet. Check out our job listings, updated daily.