CSO Insights – Sales Enablement Grows Up: The 2018 Sales Enablement Report

How mature is your sales enablement function? 

Over the last six years, sales enablement has come a long way, developing into a formal, strategic role at many organizations. It also experienced its biggest growth spurt between 2016 and 2017, where companies with a dedicated function increased by 79%.

This annual report from CSO Insights found that while sales enablement is maturing steadily, leaders of the function need to prioritize key areas: 

  • Enable salespeople as well as sales managers and all customer-facing employees 
  • Sharpen focus on content strategy and formal and dynamic coaching
  • Broaden sales training to include a variety of skills to improve performance
  • Develop key metrics to show sales enablement’s impact

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