Model Overview Report

Measuring Revenue Enablement

Jennifer Bullock
Nancy Maluso
Apr 03, 2019

Summary

The goal of revenue enablement is to ensure sales reps have the skills, knowledge, process expertise, and access to assets required to be effective in customer interactions. Revenue enablement (along with revenue operations) focuses on enhancing the efficiency of sales reps. Therefore, practitioners must measure not only what revenue enablement does, but also the impact on sales results and productivity. To measure the enablement function, practitioners must divide enablement work into seller deliverables and impact on business outcomes. In this report, we provide visibility into revenue enablement’s functional performance and contribution to business value.

Log in to continue reading
Client log in
Welcome back. Log in to your account to continue reading this research.
Become a client
Become a client today for these benefits:
  • Stay ahead of changing market and customer dynamics with the latest insights.
  • Partner with expert analysts to make progress on your top initiatives.
  • Get answers from trusted research using Izola, Forrester's genAI tool.