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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