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.

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.

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

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.

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.

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.

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.

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.

From the challenger sales methodology to transactional or consultative selling. Dan Smith explains how to choose the right one for your business.

Sales operations and sales enablement must work hand in hand to succeed. In this podcast, Aarti Kumar explains how to forge that collaboration.

In this episode, Steve Benson, CEO of Badger Maps, discusses Sales Enablement in field sales teams.

In this Episode, Steven Wright discusses what we can expect from sales enablement technology in the future.

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 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.