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 webinar, Alex and Marc share best practices on how companies are building sales enablement powerhouses.

Listen now to find out Lipsius’ 3 C’s of the customer decision process.

Listen now to hear how Jacob Turner took his sales reps to the gym to stretch their skills.

In this webinar, Cloudera’s Lars Nilsson, Drew O’Brien, and Krista Wiederhold share how they leveraged sales enablement to their competitive advantage.

Ryan and Mike from Inside Sales Bootcamp explain what makes a great SDR onboarding program.

Roderick Jefferson, Head of Sales Enablement at Oracle Marketing Cloud, shares his experiences from building sales enablement functions at Salesforce, eBay, and Oracle.

Listen now to Craig Ferrara and Chris Snell of AG Salesworks discuss how businesses should prepare their SDRs for success.

In this webinar, Richard and Mohit share how leading technology companies are leveraging sales enablement to improve sales performance.

Charlie Besecker, Head of Global Sales Enablement at Qualtrics, shares his perspectives on how to create a customer-centric sales enablement strategy.

Renee Capovilla, Director of Sales Enablement at ForeScout, shares her secret formula for ramping new hires faster.

Knowing how to hire the best talent in the industry, reduce ramp time, and set up processes that improve sales productivity can take you a long way in achieving your revenue targets.

Renne Capovilla, Director of Sales Enablement at ForeScout, shares how she implemented a company-wide pitch certification program.

Renee Capovilla, Director of Sales Enablement at ForeScout, shares how she used a sales playbook to turn “A” Players into superstars.

Jeremy Powers, Senior Director of Sales Enablement, talks about how MongoDB’s sales team is equipped to differentiate themselves in the market.

Sales veterans talk about planning successful kickoffs and how your strategy should evolve as you scale your sales team during a hyper-growth phase.

Chuck Marcouiller, Director of Sales Learning at Avalara, shares how he manages the challenges of scaling and enabling sales teams.

Joan Morales from Nutanix talks about how he enabled their channel partners to rapidly grow in revenue.

Mohit Garg, our co-founder and CRO, explains why we started the Sales Excellence podcast.