Gartner Research

How to Stimulate Your Sales Enablement Program

Published: 02 August 2018

ID: G00357246

Analyst(s): Noah Elkin , Marc Brown

Summary

Effective sales enablement programs require joint ownership between marketing and sales, highly focused customer-centric content and key performance indicators that inform management. Marketing leaders can use the framework detailed in this research to stimulate sales.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Foster Trust and Increase Credibility with Sales
  • Focus Sales Around Customer Insight-Driven Actions
  • Improve the Effectiveness of Your Sales Enablement Program in Three Easy Steps
    • Step 1: Optimize Your Sales Enablement Structure and Delivery Approach
    • Step 2: Update and Maintain Your Sales Enablement Material
    • Step 3: Refine Your KPIs, Capture Proficiency Scores and Perform Analysis

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