How to Choose the Right Sales Enablement Certification

Imagine a business where sales teams hit their numbers, marketing and sales work together, and processes run smoothly. That kind of success doesn’t happen by accident—chances are, they have a strong sales enablement initiative.

Without it, workflows are scattered, learning is inconsistent, and opportunities are missed. With it, the numbers don’t lie: 84% of sales reps hit their quotas when companies implement best-in-class enablement strategies. Clearly, sales enablement makes a difference.

According to the first-ever State of Sales Enablement Report, only 14% of organizations had a dedicated sales enablement team. Fast-forward ten editions and nearly a decade later, and now 76% of leaders directly attribute sales enablement to improving their sales results. The question is no longer whether sales enablement matters but how you can get on board. That’s where sales enablement certification comes in.

This guide will help you decide if sales enablement certification is for you. It includes answers to common questions and a self-assessment to help you make an informed decision.

What is Sales Enablement Certification?

Sales enablement certification is structured training that gives you the expertise to optimize sales performance. It covers strategies, tools, and frameworks to boost sales execution. With these skills, you’ll be ready to make an impact from day one.

To fully appreciate the value of this certification, it’s important to understand what sets sales enablement apart. As noted in the Journal of Personal Selling & Sales Management (2020):

“While some might suggest that many of the constituent elements of sales enablement—i.e. technology usage, sales and marketing coordination, and optimal training and coaching strategies—are already familiar sales enablement topics in the sales literature, it is the coordination of these disparate elements into an overarching business strategy for optimizing sales performance that make sales enablement an emerging force in the sales landscape, and not a mere repackaging of often-studied concepts.”

This means sales enablement certification goes beyond teaching individual skills; it allows you to integrate these elements into a cohesive sales enablement strategy that supports your company’s business goals.

Certification programs range from short online, self-paced sales enablement courses to in-depth training by leading industry providers like Highspot Enablement University or Sales Enablement Collective.

Here is what you typically learn in a sales enablement certification course:

• Sales coaching and training techniques: Learn how to develop, mentor, and support sales teams to improve performance.
• Sales content management: How to create, organize, and deliver timely and relevant resources, such as sales playbooks, case studies, and product demos. You’ll learn how to equip reps with the right sales collaterals to effectively engage prospects and accelerate deal cycles.
• Sales and marketing alignment: Bridge the gap between sales and marketing teams. This is crucial for consistent messaging and seamless handoffs. You’ll gain insights into lead qualification frameworks, shared KPIs, and how to foster a unified revenue strategy.
• Technology utilization: Master the essential tools to automate processes, track engagement, and streamline lead qualification across marketing and sales to increase productivity.

Who Benefits Most from Sales Enablement Certification

Sales enablement certification helps a variety of professionals looking to advance their careers. This could be a current sales enablement professional wanting to document credentials or a sales rep looking into new opportunities. It caters to a range of ambitions and roles, including:

• Sales professionals: Certification will give you skills you may not have gained in the sales role, such as content management, coaching, and training techniques.
• Enablement specialists: If you are already working in sales enablement, certification is an opportunity to gain formal credentials, strengthen expertise, and advance your career.
• Sales managers and leaders: Sales enablement certification will help you optimize team performance with coaching and leadership skills. You’ll learn to align goals across departments while you drive business growth.
• Business professionals and consultants: It’s always good to broaden your skills. If you’re curious about improving credibility or exploring a new career direction, sales enablement introduces skills and valuable insights to enhance your consulting toolkit.

How Sales Enablement Knowledge Can Boost Your Career

Getting your sales enablement certification isn’t just another line on your resume. The skills you gain provide a solid foundation for your sales enablement role, and the credential opens doors you might not have considered.

First, you’ll stand out in a crowded field. Whether you’re looking for a new job or a promotion, certification shows employers that you’re serious about your profession. Many organizations now prefer, or even require, this qualification for enablement roles, giving you a clear edge over the competition.

Beyond the job market, certification connects you to a broader professional network. Take the Highspot Spark Community, for example. It’s a hub where sales enablement-certified professionals share ideas, troubleshoot challenges, and discuss what’s working.

Imagine rolling out a new sales onboarding program and hitting a snag with engagement. You post a quick question in the community, and peers from other companies chime in with sales plays they’ve tested, such as using shorter video snippets instead of lengthy manuals. Suddenly, you have a solution that saves time and boosts business impact. This blend of credibility, opportunity, and real-time collaboration can transform your career path.

Related Resource: What Good Looks Like – The Essential Sales Enablement Playbook

How to Choose the Right Sales Enablement Program

Finding effective sales enablement programs doesn’t have to be overwhelming. Focus on certifications that align with your long-term success. You’ll find this by examining the certifying organization, curriculum, accessibility, and practical use cases.

Here’s what to consider as you start your search:

1. Industry Recognition

Start by looking for sales enablement programs backed by respected organizations or platforms in the sales enablement training and certification space. A certification from a well-known name carries weight with employers. Here are some notable providers:

• Highspot
• HubSpot Academy
• Sales Enablement Collective
• Product Marketing Alliance

2. Curriculum Depth

Next, ensure the sales enablement training covers both theory and practical applications. It should provide frameworks and tools, ensuring you can support sales teams effectively and drive measurable results. Look for topics like:

• Sales onboarding, training, and coaching
• Seller guidance, building, and deploying sales plays
• Content mapping, governance, and strategies
• Sales and marketing alignment
• Sales enablement best practices
• Strategic initiatives, competency modeling, and change management
• Enablement technology

For example, a certification covering in-depth alignment tactics, like shared KPIs and joint content planning, helps you tackle challenges head-on.

3. Flexibility and Accessibility

Flexibility and accessibility are just as important as the program itself. Your schedule and budget matter. How does the program fit into your life? Is it online and at your own pace or in-person? That decision will depend on your time investment, which can vary wildly.

Some certifications wrap up in a few weeks; others span months. Weigh the cost against your goals. What works for a busy sales manager might not work for a consultant with a lighter load. You want to choose what keeps you engaged without stretching you too thin.

4. Real-World Application

A good sales enablement certification is distinguished by its real-world application. Look for hands-on experience, which means course content like case studies, projects, or live instruction that mirrors real workplace scenarios.

Highspot Enablement University is a great example of this. You’ll get first-hand experience running initiatives, crafting content that speaks to buyers, and making it easier for sellers to have better, more effective conversations at every stage of the customer journey.

For beginners or those exploring a career in sales enablement, we have introductory courses that cover the basics and give you a solid understanding of the field. More experienced practitioners can dive into courses that help you sharpen specific skills or tackle more advanced concepts. Once done, you will receive a certificate of completion.

Is Sales Enablement Certification Right for You?

Does sales enablement certification support your career objectives? Take a few minutes to reflect on these questions and their bearing on your goals, resources, and long-term plans.

• Are you interested in a career where you improve sales processes and support your team members?
• A certification could set you apart from other candidates. Do you want to differentiate yourself in a competitive job market?
• Are you leading a team and looking to improve performance?
• Do you enjoy digging into data, tools, and tactics?
• Since certifications require time and money, are you prepared to invest in professional growth?
• Given that companies with effective sales enablement see significant performance improvements when monitoring enablement metrics, do you believe that investment will provide a positive ROI over five years through enhanced career opportunities, salary increases, or revenue growth?

Get Sales Enablement Certified

Certification can be a powerful tool to advance your sales enablement career. It will give you skills to improve sales performance, deliver customer value, and compete in the job market. But, its value hinges on your career goals and industry expectations.

Ready to learn more? Explore Highspot’s Sales Enablement Certification to gain the expertise you need. Get certified today and master engaging sellers with real-world techniques, aligning cross-functional teams, and creating strategic plans that drive business growth.