Gartner Research

Five Best Practices to Improve Your B2B Road Map for Sales Enablement

Published: 23 January 2015

ID: G00273930

Analyst(s): Theodore Travis


Solutions for sales enablement add value to sales efforts by optimizing processes and maximizing the knowledge needed to advance deals. To fully achieve value, IT leaders supporting sales should use a disciplined methodology to assess capability options and align road maps with corporate priorities.

Table Of Contents
  • Key Challenges



  • Understand the Difference Between Sales Effectiveness and Sales Efficiency
  • Evaluate Candidate Capabilities With the Efficiency and Effectiveness Matrix
  • Align Business Objectives With Business Drivers and Business Success Metrics
    • Step 1: Establish the Top Business Objectives for Each of Your Company's Corporate Objectives
    • Step 2: Establish Business Drivers for Each Business Objective
    • Step 3: Associate Business Success Metrics With Each Business Driver
    • Step 4: Assign Metrics
  • Identify the Sales Enablement Capabilities That Will Best Satisfy the Business Drivers
  • Develop a Prioritized Capabilities Road Map That Ties Back to Corporate Objectives
  • Appendix

Gartner Recommended Reading

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.