Senior Director Revenue Enablement – Chuck Marcouiller of Jobvite

Chuck Marcouiller, Senior Director Revenue Enablement at Jobvite, jumped onto the Sales Ops Demystified Podcast to share sales operations and revenue enablement insights. Check out all the other episodes of Sales Operations Demystified here

Connect with Chuck Marcouiller and Jobvite here:

• Chuck Marcouiller
• Jobvite

Tools Mentioned:

• Salesforce
• LinkedIn Navigator
• ZoomInfo
• HubSpot
• Gong.io
• Dealhub.io

Key Takeaways

Chuck’s journey into sales enablement

Chuck started his career as a seller at ADP Company, where he worked for 20 years. There he was responsible for everything related to the sales such as training, metrics, etc.

After working for three years, Chuck realized he was helping salespeople make a lot more money than he, and eventually, he moved towards sales leadership. Fortunately, he was offered to become the VP of an organization where he worked in the development side — and there he finally found an opportunity he loves.

He went on to do several other stints in the sales enablement sector after finally landing at Jobvite as their senior director revenue enablement in August 2020.

Insight of revenue enablement in Chuck’s words

Chuck introduces himself as sales enablement. He further explains that sales enablement is a bit different than sales operations – but they are both salt and pepper, and the outcome cannot be successful if a dash of each is not added to the sales process.

While sales ops deal with numbers and analytics, sales enablement is all about working on techniques and training to nail those objectives. They are also responsible for improving efficiency as well as the productivity of the sales team.

How is Jobvite adapting to remote work?

Jobvite was already partially working on a remote protocol, but after COVID-19, they put in maximum effort to enhance communication and collaboration within the organization. 

Their team – regardless of the time zone they are at having a daily stand-up where the CRO and the team discuss the day’s agenda. This helps the leadership remain coordinated and in-sync with the workflow and the sales team.

The focus of the sales team during the pandemic

Since Chuck is relatively new to the company, he is mainly observing and adapting to the workforce. However, he, along with his team members, emphasizes the most on the buyer’s journey. He believes that the buyer’s journey should be consistent as the consumers don’t care who they are talking to – they only want good service.

Therefore, from a revenue enablement side, he focuses on keeping every aspect of the buyer’s journey coordinated and seamless and, in other words, making it as good as possible.

#1 sales metric – customer satisfaction

Chuck believes that the consumers are often not vocal when they are satisfied with the product/service – but yes, they are when something goes wrong.

This is why he observes consumer’s satisfaction through their behavior. Are they using the specific tool? Is the sales process renewed after every term? Is the client training their workforce to implement the tools purchased from their company?

These are just some of the questions he asks himself to analyse the consumer’s satisfaction and whether the sales process is going smoothly. He also concludes that the sales process should align with the client’s goals as multiple users for the same product will have different needs.

Chuck’s biggest influences

Chuck has had the privilege to work with some of the leaders of the industry. Some of those who have inspired him the most include:

• Amy Mosher – Director of Sales Operations at Ekahau
• Forest Hobbs – CRO at Cloudleaf
• Chris Burley – Senior Director Delivery at Marcus Buckingham Company
• Jerry Busone – Principal Consultant Owner and writer of the book titled ‘Off the Bench Leadership.’

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