Best Practice Report

The Sales Enablement Functional Design Process

Activities, Deliverables, And Decision Support

May 10th, 2018
Jennifer Bullock, null
Jennifer Bullock
Nancy Maluso, null
Nancy Maluso


Within most B2B organizations, many individuals and functions provide ad hoc enablement support to the sales team. As organizations grow and sales activities become more complex, however, organizations need a dedicated sales enablement function tasked with making sure reps have the skills, knowledge, and process expertise — along with access to assets — they need to do their job. In this report, we take a deep dive into the Forrester Sales Enablement Functional Design Process — a structured approach that ensures decisions are made in context of organizational growth objectives and details the key activities and deliverables that drive effective functional design.

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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.