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Sales enablement

Sales enablement refers to the field specializing in the training, development and optimization of all sales performers within a given organization. Sales enablement has a degree of ownership over sales tools and software, sales kick-off events, training programs and sales go-to-market strategy.

Your go-to for sales enablement knowledge

In the last five years, the amount of sales enablement practitioners across the world has increased three-fold. Despite this increase in popularity, the resources available to cultivate best practice have been limited with analyst firms and tertiary institutions slow to respond to the growing sales enablement movement. With this in mind, we have put together a host of sales enablement resources designed to give you and your organization the most support as you build your sales enablement programs.

In the sections below you’ll find everything you need to know!

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What is sales enablement - a definition

Sales enablement describes any effort to continuously improve the training, ongoing skill development and performance of all contributors in a sales organization. Sales enablement selects tools and software which can make sales reps work more efficiently, plan training and events to boost their knowledge and evangelize sales best practice and methodologies to increase sales effectiveness.

Sales enablement will often partner most with two sets of stakeholders in the organization - the sales management organization to make sure sales go-to-market is aligned with the field and sales operations - who are an important partner in making sure sales processes and workflows are as simple as possible.

Why is sales enablement important?

Sales enablement is important because in a conventional sales organization the growth of each sales rep can often be forgotten behind transactional quota objectives and the sheer scale of the team. A dedicated sales enablement team can allow sales management to focus on specific deal coaching, team moral and happiness with sales enablement able to make strategic recommendations on an ongoing basis based on hypothesis testing and investigation.

How can you get started with sales enablement?

We have written a sales enablement best practices & strategy guide here to help you get started. The main barrier to initial traction is hiring someone with the appropriate skill-set to conduct an audit of your sales team and setup a 12 month sales plan. In the case that this isn’t possible, many sales enablement teams are lead by a top individual contributor who has shown a desire to help & coach others throughout the tenure of their employment.

What is a sales enablement platform?

A sales enablement platform is a software tool used to help sales enablement professionals execute various elements of a sales enablement plan - including, but not limited to, sales content management, sales training and onboarding, knowledge management and call coaching. We’ve put together a list of the best sales enablement platforms and tools - click here.

What does a sales enablement team do?

A sales enablement team should build a sales enablement plan for their organization by surveying sellers, front line managers and senior management to determine where there are process gaps in the organization. The sales enablement team should then develop a sales enablement strategy and gain buy-in from senior management before rolling out initiatives.

Sales enablement tools & software

We’ve compiled this list of top sales enablement tools & software to help you evaluate the leading options in the industry for your sales enablement program. We also have other articles and content to help you find the best options for your company.

Learn from 19 of the top sales enablement experts in the world

Download our latest ebook in which we asked 19 of the top sales professionals in the world to give their tips on how you can create a best-in-class sales enablement program. Featuring leading brands like Ringcentral, Algolia and Clari - enter your email below to download.

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Sales enablement FAQs

Understanding sales enablement can be a tricky business so we’ve put together answers to some of the most common questions. If we missed something get in touch with us via the chat bubble in the corner of your screen.

Sales enablement on the blog

We update our blog with the latest content on Sales Enablement and other sales topics. Check out the latest posts here:

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Thanks for reading this. We hope you found this content relevant and valuable for you. GetAccept is built by salespeople and we have a true passion for sales. If you miss anything on this page, if you would like to add some content or if you just want to talk about sales. Feel free to reach out to us. May the force be with you!