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.

Excited about your new sales enablement strategy? Perhaps it’s time to hire a sales enablement manager to help coach your team.

Whether you’re creating a new sales coaching program or improving an existing one, this guide will help you make it effective, engaging and outcome-oriented.

In this eBook, you will learn how hyper-growth companies like AppDynamics, Cloudera and Nutanix train their sales reps.

In this eBook, you will learn how to design a sales onboarding program that quickly empowers and prepares your new hires for success.

Learn how to increase the average close rate of your sales reps by up to 70% by implementing a coaching plan that meets the needs of your growing millennial workforce.

Johanna discusses how to tackle challenges when implementing change in a global sales force, and how to manage industry transformations from a sales perspective.

In this episode, Pat Lynch discusses how sales enablement can turn around some disturbing trends in sales performance and productivity.

In this eBook, you will learn how to turn your sales managers into effective coaches.

In this episode, Glen Lally, Global VP of Enablement, discusses how sales enablement is perceived and solved at large organizations.

In this episode, Nancy Nardin, Founder of Smart Selling Tools, discusses choosing a sales enablement technology that works for you.

In this episode, Jordy Brazier, VP Sales Operations at Qubole, explains how Qubole uses technology to power sales readiness.

David Harrison from CAKE Corp. explains how their company built out a sales enablement team, and shares which common sales enablement hiring mistakes they encountered along the way.

In this episode, Nancy Nardin, Founder of Smart Selling Tools, explains how organizations can use sales technology as a strategic differentiator.

Listen to Steve Crepeau and Mike Wolber talk about why sales enablement is a must-have strategy for any company.

In this interview, Wolber and Crepeau outline how to establish a foundation for a new sales enablement team.

In this podcast, Jill Guardia advises sales enablement leaders on the nitty-gritty of their role.