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Sales Enablement: What Changes Are Occurring in Your Organization?

July 19, 2013 | By Edge Coble

With so much growth occurring in the sales enablement space, we’d like to know what changes you see within your organization, and are hosting a survey. Once we’ve completed the survey, we’ll share key findings in future blog posts.

With so much growth occurring in the sales enablement space, we’d like to know what changes you see within your organization. The goal of our latest survey is to answer the following questions:

  • What are the latest sales enablement tools and technologies? We are in the midst of a sales asset management solution boom. We are also seeing an increase in the number of other tools and technologies available to sales reps, including apps that improve a rep’s effectiveness in closing deals. In our survey, we inquire about the current technology landscape and what companies are considering for the future.
  • How is the sales enablement function evolving? A little over 10 years ago, the sales enablement function did not exist. Efforts toward what we now call sales enablement were (and in many companies still are) done by separate departments (e.g. sales operations, training, marketing). These decentralized efforts were, at best, poorly coordinated. The need for sales enablement has been identified, but the scope of responsibilities is still evolving. Our survey will uncover the current responsibilities of the sales enablement function and how these will expand in the coming year.
  • How are sales enablement departments being staffed? One of the challenges our clients face is the need to do more with less. Tools and technology have improved efficiency, but a dedicated, centralized sales enablement department must be established to manage these efforts. We have seen an evolution from loose groups of people with “sales enablement” in their title to full departments reporting to the C-level. In our survey, we ask how companies are staffing their sales enablement departments.

Thank you, in advance, for participating. Once we’ve completed the survey, we’ll share key findings in future blog posts. Take the survey by clicking here.

Edge Coble

Edge Coble is Research Analyst, Sales Enablement Strategies, at SiriusDecisions. Throughout his 15 years of experience, Edge has focused on optimizing operational processes, improving personnel effectiveness, and implementing change management strategies to bridge the gap between sales and marketing teams. Follow Edge on Twitter @gecoble.

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