Model Overview Report

Introducing The Forrester Sales Enablement Range Of Responsibilities Model

January 1st, 2018
Jennifer Bullock, null
Jennifer Bullock
Nancy Maluso, null
Nancy Maluso


When average sales quota attainment goes down, sales productivity moves to the top of the organization’s priority list. Sales enablement must focus on programs that make the biggest impact on productivity. The sales enablement function is responsible for facilitating and managing resources to drive sales productivity. While this is a collective effort that leverages other corporate functions (e.g., portfolio marketing), sales enablement is accountable for maximizing the yield of every rep. In this report, we introduce the Forrester Sales Enablement Range Of Responsibilities Model, which defines the role of the sales enablement function in a high-performing sales organization.

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