Sales enablement certified: Core
Master the fundamental pillars of sales enablement
A springboard for your SE career, providing you with the skills and knowledge needed to build and maintain a world-class enablement program. From onboarding to tech & tools, and everything in between, this course has it covered.
Course overview
Sales enablement is a modern key to sales success. As a function, it’s dedicated to enhancing the performance of your sales team—but that’s not easy to do.
With so many moving parts, it can be hard to master the core elements of sales enablement. That’s where our course steps in.
In this course, you will develop a deep understanding of the fundamental pillars of sales enablement, including:
Building an efficient onboarding program
Measuring success through sales enablement metrics
Designing effective sales content
Working with leadership
Whether you’re a veteran sales enablement professional who wants to brush up on the essentials, or a fresh-faced newbie to the enablement scene looking to learn how to make a big impact, you'll revolutionize your sales enablement knowledge with our comprehensive online course.
By the end of this course, you'll be able to...
Build an onboarding program
Onboard new reps and equip them with the skills they need to succeed.
Measure enablement success
Prove your team’s ROI to leadership with metrics that showcase your success.
Design impactful content
Deliver impactful content to the right audience at the right time.
What's included
Get officially Sales Enablement certified upon passing all the exams.
Content
Industry-leading, community-led curriculum that covers the core pillars of the sales enablement function from every angle - with nothing but expert intel throughout.
Templates
Tried, tested, and vetted templates and frameworks ready to use right away to streamline your processes and work with peace of mind.
Interviews
Cutting-edge insights from world-leading sales enablement experts from Salesforce, Equifax, Qlik, and more on how they've achieved success - so you can tap into their learnings.
Coursework
Create your own bank of tangible takeaways, bring them back to your boss, implement them right away, demonstrate instant ROI, and grow your career.
Exams
Exam questions throughout to consolidate your learning, challenge your way of thinking, and ensure what you learn in the course is taken out into the real world.
Bonus
Access fireside chats, and extra footage, plus apply practical tools and resources to implement cutting-edge enablement strategies.
Course curriculum
Introduction to sales enablement [85 minutes]
Pre-course survey
What to expect from this course
How to get the most out of this course
Your course pack
What is sales enablement?
Why sales enablement matters
The foundations of sales enablement
Who owns sales enablement?
Structuring sales enablement teams
The sales enablement charter
[Bonus footage] Creating a scalable sales enablement function - Pooja Kumar, Director of Sales Enablement and Organizational Culture at Oracle
Key takeaways
Time to reflect
Resource library
Exam - Introduction to sales enablement
Fireside chat [31 minutes]
The role and importance of sales enablement - Sheevaun Thatcher - Salesforce
Cross-functional alignment [104 minutes]
Company alignment
Encouraging cross-collaboration
Making sales enablement's voice heard
Qualified leads
[Bonus footage] Sales and marketing lead optimization - Josh Smith, Head of Sales Enablement at The Guardian
Lead-qualification matrix
Key takeaways
Time to reflect
Exam - Cross-functional alignment
[Bonus footage] Driving cross-functional alignment to improve outcomes - Susan Quesal, Director of Revenue Enablement at Lessonly by Seismic
Fireside chat [25 minutes]
Cross-functional collaboration - Lyle Jacon, Sales Operations Consultant at TekAdvizr
Onboarding and training [150 minutes]
An intro to sales onboarding and training
Welcoming your new hires
Prepping for onboarding
[Bonus footage] Building an onboarding program - Expert panel discussion
Training and coaching
Sales kick-off
What makes top sellers excellent?
How to improve sales team training sessions
Change management
Your change management map
Key takeaways
Time to reflect
Exam - Onboarding and training
[Bonus footage] "It’s about making things simple" - Kevin Rich, Global GTM Enablement Director at Shift Technology
Fireside chat [34 minutes]
The world of sales enablement - Tom Cheriyan, Senior Director of Revenue Enablement at OwnBackup
Customer-centricity [108 minutes]
Buyer psychology
Ideal customer profiles
Personas
[Bonus footage] Develop personas the right way - Misha Rangel, Senior Product Marketing Manager at IBM
Empathy mapping
The customer journey
Key takeaways
Time to reflect
Exam - Customer-centricity
Coursework
[Bonus footage] Four steps to sharpen your Go-to-Market focus with customer segmentation - Joe Andrews, VP Product and Solutions Marketing at InsideView
Guided content [103 minutes]
What is sales enablement content
Sales scripts
Product sheets
Competitor analysis content
Battlecards
Win-loss interviews
Creating content salespeople will love
Whitepapers
Case studies
Develop a sales enablement content strategy
Mastering content management
Sales enablement playbook
[Bonus footage] Creating a sales enablement playbook from scratch - Darlene Samer, Head of GTM Enablement & Leadership at Yelp
Key takeaways
Time to reflect
Exam - Guided content
Coursework
Metrics and measurement [110 minutes]
Sales enablement metrics
Content usage
Time to productivity
Win/close rates
Average deal size
Sales velocity
Sales confidence
Reporting findings
[Bonus footage] Enablement metrics 101 - Carly Lehner, Head of Revenue Enablement at Andela
Key takeaways
Time to reflect
Exam - Metrics and measurement
[Bonus footage] The dark arts of data - Kyle Doerflein, Director of Sales Enablement & Productivity at LogicMonitor
Fireside chat [35 minutes]
The value of a sales enablement team - Laura Welch at HP and Rob Hornish at Redaptive, Inc
Tech and tools [80 minutes]
Tech and tools in sales enablement
Company alignment tools
Onboarding and training tools
Empowering reps to be self-sufficient
[Bonus footage] Using technology to increase sales - Leah Wigg, Sales Enablement APAC at Halcyon Knights
Customer-centric tools
Sales content tools
Tools for metrics and measurement
[Bonus footage] Using AI in sales enablement - Eoin O'Connor, Head of Sales Enablement at Paragon
Key takeaways
Time to reflect
Exam - Tech and tools
Wrap-up [10 minutes]
Final Review
Resource library
Your feedback
Fancy leaving a review?
Continue your professional development
Claim your certificate
Showcase your certification
FAQs
Who’s this sales enablement course for?
This course is for anyone who’s ready to boost their sales enablement strategies and skills to the next level. Want to become a well-rounded sales enablement practitioner, add more value to your company, and become a true expert in the realm of sales enablement? This course has you covered.
What are the benefits of gaining a sales enablement certification?
Not only does our sales enablement course provide you with the skills and confidence to lead an effective sales enablement program, it also gives you an accredited SE certification, backed by a host of the world’s leading authorities on sales enablement.
How does the course work?
The course is 100% online and entirely self-paced. Once you enroll, you’ll work through the modules in chronological order and be invited to take part in activities. At the end of each module, you’ll be presented with mandatory exam questions, and if you pass them all, you’ll become Sales Enablement Certified!
How long will the course take to complete?
The course content, activities, and exams will take approximately 15 hours to complete.
What happens if I don’t pass the exams?
You'll have two attempts at each exam. If you fail the first attempt, we really recommend revisiting the materials to help you pass the second time around. If we can support you further, please reach out to us for more help.
Note: Contact support at support@pmmalliance.com for further help or to request that your exam be resent.
How long will I have access to the course content?
For life! A one-time payment gives you unlimited access to all the course content.
Unlock an additional 8+ courses
Access our entire suite of courses, a free in-person summit ticket, 450+ hours of strategy content, templates and frameworks, mentorship opportunities, and more when you become a Pro+ Member - See what's included.
Looking to learn as a team?
If you're looking to get a team of three or more certified, then speak to Kyle about team rates
P.s. If you need help convincing the boss, we've done the hard part for you.