Sales Enablement: Planning Assumptions 2020

August 5th, 2019

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

Gathering as much intelligence as possible to inform organizational decision-making may seem like an obvious requirement for sales leaders. However, many sales enablement functions make choices about how to support their internal customers on the basis of intuition, guesswork, and tradition. In this report, we describe six planning assumptions related to the better use of internal intelligence sources that sales enablement leaders should incorporate into their planning for 2020.

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