Empowering Enablement: The Value Of “Walking The Walk”

Revenue enablement practitioners often come from diverse backgrounds outside of sales prior to transitioning into the enablement space. This is quite different from the more stringent standards expected of professionals in other functions. Enablement teams should invest in resources who command an immediate sense of credibility and compel sellers to heed and accept help from them. Authenticity is effectively established when enablement practitioners have themselves “carried a bag,” and/or are experienced in delivering the unique kind of adult learning required in sales and revenue engines. This is a snapshot of Forrester data on the experiences that best prepared enablement leaders for their current role.