Vision Report

First 90 Days: The Sales Enablement Leader

January 17th, 2019


A new sales enablement leader must quickly assess the state of the sales organization and determine which priorities to support. For a new leader, there can be many exciting priorities that might make sense to tackle first. However, especially at the start of a new role, sales enablement leaders must take a step back and assess the organization’s existing enablement activities (e.g., delivering assets, training sales teams, coordinating communications) and use this information to chart a successful path forward. It is essential for a new leader to achieve quick wins and develop a clear 12-month plan that supports corporate goals for the year. In this report, we outline key activities for a new sales enablement leader’s first 90 days in the role, and reference relevant Forrester research to ease the transition.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.