Best Practice Report

Structuring A Sales Enablement Learning Center Of Excellence Function

December 22nd, 2020
Jennifer Bullock, Principal Analyst
Jennifer Bullock Principal Analyst

Summary

There is no one way to structure the sales enablement function. Most B2B organizations use the center of excellence (COE), go-to-market aligned, or hybrid approach. The learning COE can be found in organizations of all sizes and typically involves “push down” approaches — programs mandated from above that rely on experienced designers to develop enablement programs. However, this approach risks the loss of input from sales enablement practitioners. A COE should conduct a needs assessment that includes practitioner input to determine requirements and promote engagement with deliverables and tools. In this report, we explore considerations for developing a sales enablement learning COE.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

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.