Strategic enablement gets results

24th September 2018 |   Tamara Schenk

Tamara Schenk

Why sales enablement is the key to effective sales transformation.

Sales enablement is a fast-growing discipline. In our research, we’ve seen the percentage of organizations that reported having a sales enablement initiative or function grow from 19.3% in 2013 to 32.7% in 2016 to 59.2% last year. With so many people getting involved with sales enablement for the first time in their career, the confusion surrounding the discipline has grown at almost the same rate.

To unlock sales enablement’s ability to transform sales, we need to clear up that confusion, starting with a formal definition of sales enablement. Then, we’ll explore the sales enablement clarity model, a framework sales enablement leaders can use to assess and evolve their enablement efforts to higher levels of effectiveness. Finally, we’ll look at what successful enablement teams do differently according to our latest CSO Insights studies.

Research Director at CSO Insights

Tamara Schenk, is Research Director at CSO Insights. Her expertise as an analyst is based on more than 20 years of experience in sales, service and delivery in different roles and industries. She is a recognised blogger, speaker and thought leader in the global sales and enablement community.