Best Practice Report

Job Aids: Leveraging The Right Assets Across Buyer Engagements

September 12th, 2019
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock

Summary

The likelihood that a sales rep will win or lose a deal depends on a continuous stream of evidence and changes over the course of the buying and selling process. One way that sales enablement can help tip the scales is through the use of job aids — a form of empowerment content that improves the readiness of sales teams for buyer interactions by providing just-in-time information, activities or examples. In this report, we define the main use cases and examples of job aids that prepare sales teams for buyer interactions.

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