Sales Enablement Practices

30 August 2018

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This research explores salesperson training and development practices in sales organizations, with special emphasis on the use of technology to support sales force learning initiatives. Using purpose oriented technology applications in this way is often characterized as “sales enablement”.

Key topics encompassed in the research include identifying management priorities and organizational accountability for salesperson learning and development; and identifying how firms apportion responsibility for training between sales and sales support functions, including sales management, HR, learning and development, and sales operations.

Resources available on this research


Research Brief

Core findings and selected exhibits.


Research First Look

Listen as we discuss our first look at recently concluded research. This webcast features initial research findings, expert commentary, and an interactive Q&A session with attendees.


Companion Exhibits

A comprehensive set of charts, tables, and exhibits from our research data, presented in PowerPoint slide format.


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