Research Brief: Sales Enablement Best Practices

Prepared by the Sales Management Association

Featuring input from more than 100 business-to-business sales organizations, this research explores the sales enablement function and its impact on the organization. It identifies the state of sales training within organizations, the importance and effectiveness of various training modalities, and the impact of technology on training and development. By comparing firms with and without a named sales enablement function, it also measures the impact of this emerging function on sales organizations’ training and development outcomes.

In this eBook, read about how to optimize your sales enablement beyond an LMS and prepare your reps for success.

Featuring input from more than 100 business-to-business sales organizations, this research explores the sales enablement function and its impact on the organization.

By re-thinking traditional sales training you can build a data-driven enablement mindset for the future.

With the help of this eBook, you’ll learn about modernizing your sales strategy for the modern age.

Successful sales organizations use a checklist-driven approach to ensure quality onboarding is delivered to all the reps consistently. But what are the components to be checked?

Ali Jones from MuleSoft discusses how MuleSoft has structured its enablement team and compensation to drive sales results.

Mary Shea from Forrester and Pat Lynch from MindTickle share best practices on the skills and tools you need to arm your reps to be sales-ready.

Any Sales Enablement initiative is only as good as it’s adoption.

When it comes to new sales hires, it’s your job to develop their ability to perform. But how do you structure your coaching plan so that it fits the needs and styles of new sales hires?

In this webinar, Daniel Zamudio and Jean Pembleton discuss how fast-growing companies can use technology-enabled sales process playbooks to drive sales execution excellence.

In this webinar, Product Marketing directors from MindTickle and Seismic discuss how learning and content integrate to deliver a complete sales enablement solution.

In this webinar, Peter Ostrow from Sirius Decisions discusses a framework which helps build sales competencies that last.

Listen to Chris Fulmer, Director of Sales Enablement, discuss the secrets behind the sales enablement success at Symantec and BlueCoat.

Listen to Cameron Essalat and Jim Drill discuss the importance of manager-led sales coaching and some best practices for a sales manager.

In this webinar, Mark Tefakis, VP of Global Enablement at Fuze, discusses the 5 pillars of sales enablement and showing ROI of sales enablement to the leadership.

In this webinar, global sales enablement leaders at Mendix discuss how Mendix leverages MindTickle to prepare their reps and why they chose MindTickle over other tools.

In this Webinar, Peter Childers and Dhruv Markenday explain how to create high adoption sales readiness programs.

In this webinar, sales leaders from SiriusDecisions, MuleSoft, and MindTickle discuss why sales coaching is important and how to maximize impact in revenue with effective sales coaching.