Best Practice Report

Structuring The Sales Enablement Function

Common Constructs And Their Impact On Effective Execution

October 26th, 2020
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock

Summary

There isn’t a one-size-fits-all best-practice organizational structure for sales enablement. However, high-performing B2B organizations start with a laser focus on the people they’re enabling, emphasizing empathy and an understanding of their world and their needs. Although more than 75% of sales enablement leaders tell us that enablement end-user experience is critical to delivering great enablement programs, more than one-third continue to focus their organizational structure on deliverables or company offerings, not sales reps. In this report, we explore various sales enablement organizational models and how to choose the best one to meet user needs in a scalable, measurable way.

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