Summary
Chief sales officers (CSOs) must ensure their revenue enablement function continuously delivers maximum seller and manager readiness. However, for the enablement team, developing high levels of sales competence creates tension between providing effective learning and taking seller time away from customer-facing activities. This report focuses on the onboarding and everboarding phase of the sales talent lifecycle, informed by Forrester B2B sales research, and provides a shortlist of clear directives from CSOs to their revenue enablement leaders.
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