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, you will find information on how to create stories that delight customers, as well as cheat sheets for cold calling, scripts, and pitches.

In this guide, you’ll learn how to build culture into your online sales training and the elements for creating a competent sales culture.

In this eBook, Mark Roberge, CRO of HubSpot, shares the secrets behind their uber-successful sales enablement strategy that helped their revenue grow from $1M to IPO.

In this eBook, you will learn about how successful sales enablement leaders apply these 7 habits to their daily work.

Sales enablement is challenging to implement in a fast-growing company, but it’s not impossible. Learn how to enable your sales team in just 10 minutes.

In this eBook, learn how to plan a successful sales kickoff that will leave your sales team feeling prepared and empowered.

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.