The Forrester Sales Enablement Maturity Model

January 1st, 2018

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Nancy Maluso

Summary

The Forrester Sales Enablement Maturity Model assesses the maturity of the sales enablement function against a number of dimensions utilizing objective self-assessment on each topic to help identify areas of concern. Using maturity-level definitions as guides for defining improvement goals, assessing maturity can be helpful to executives and teams, providing a high-level view of the organization’s current state compared to expectations, and revealing areas that are not as mature as expected and areas of strength that can be leveraged further. In this report, we introduce the Forrester Sales Enablement Maturity Model and describe how it can be used to evaluate a sales enablement function.

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