Sales Enablement Defined
An often asked question is “What is sales enablement?” The term sales enablement is sometimes used very broadly. After all, the point of a business is to get its product in the hands of customers, so if you consider everything the company does to “enable” the sales team, you could even include all of engineering and marketing! But over the past several years, the definition of sales enablement has gotten much clearer.
Forrester
“Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the return of investment of the selling system.”
SiriusDecisions
“Sales enablement’s goal is to ensure that every seller has the required knowledge, skills, processes and behaviors to optimize every interaction with buyers.”
IDC
“The delivery of the right information to the right person at the right time in the right format and in the right place to assist in moving a specific sales opportunity forward”
Additional keys to sales enablement success can be found in our recently released Definitive Guide to Sales Enablement. Download the guide to learn:
- How to evaluate potential solutions
- Key platform capabilities
- How to deploy a solution