The Sales Enablement Functional Design Process

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.