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.

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.

In this episode, Jill Guardia explains why coaching the coaches is very important for the success of the sales team.

Listen to Chirag Singh, Sales Capability Development Manager, talk about the sales structure and sales readiness initiatives at Dabur.

Listen now to learn how Jeremy Powers deployed a successful sales onboarding program and maximized value from their bootcamp experience.

In this webinar, Jeremy Powers will share details on how MongoDB went beyond the typical 30/60/90 day onboarding program to increase sales productivity.

Find out how Ray Carroll has helped Engagio make the transformative shift from tactical to strategic sales.