Gartner Research

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

Published: 23 January 2015

ID: G00273930

Analyst(s): Theodore Travis

Summary

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

Introduction

Analysis

  • 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

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