Best Practice Report

Structuring A Sales Enablement Learning Center Of Excellence Function

December 22nd, 2020

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.

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