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.

It’s not easy to enable a sales team. Different salespeople come from different sales backgrounds with different levels of experience.

In this research brief, find out how to address each component of the Kirkpatrick Model for your sales training.

Learn how to structure your enablement programs to transform your sales team’s talent and create long-lasting improvements in performance.