Vision Report

The Future Of Sales Enablement Is The C-Suite

Lead Change By Calibrating Selling Motions To Buying Preferences

April 3rd, 2019
With contributors:

Summary

Whether or not your organization is one of the only 25% that have a mature sales enablement (SE) function in place, it’s important to understand that evolving buyer dynamics demand a scope well beyond the content-focused foundation on which many programs were built. This report defines the function and competencies in which SE practitioners need to excel and shares our view of what its future holds — the calibration of selling motions to buying preferences.

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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.