If sales enablement wants to keep moving in the right direction, research shows that many of them can and should continue to improve in a few key areas.
Sales enablement is a critical role in B2B sales. Sales enablement teams need to use data to measure the effectiveness of sales reps and teams.
As the sales enablement function grows and evolves, more people are talking and writing about the profession on a regular basis.
Another big year is in the books for sales enablement leaders everywhere, as we saw the function continue to grow, mature and evolve in 2018.
It’s critical that salespeople make the most of every single buyer interaction they have, says Brainshark Chief Readiness Officer Jim Ninivaggi.
From sales to marketing, product and HR, few roles touch as many different business functions as sales enablement.
You’ve likely heard the phrase “beauty is in the eye of the beholder.” The same principle holds true in sales enablement, writes Jim Ninivaggi.
You already know that salespeople need excellent internal and customer-facing content to succeed. But how are organizations producing all of this critical content?
While sales enablement leaders need the right metrics to demonstrate ROI, measuring success is a common challenge.
For sales reps to improve, they need to see themselves as a buyer would see them, and they need an environment to capture those performances.
It’s important to explore what sales enablement leaders can do to ensure their reps are always “audible-ready.”
The damage under-trained reps can do to customer relationships and business reputations is great, but the high sales turnover and missed revenue opportunities created by poor onboarding are equally...