Research First Look: Sales Enablement Practices

9 August 2018

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Join us for an exclusive first look at our research on sales enablement practices, focusing on technology supported sales force learning and content distribution initiatives.

The research examines management priorities for salesperson learning and development, and how firms assign accountability for these initiatives among various firm functions (including sales management, HR, learning and development, and sales operations). Also reviewed: specific learning tools, approaches, and modalities in salesperson learning and development, with an emphasis on the concept of "practicing" and developmental exercises as part of ongoing learning efforts, and assessment approaches for salesperson learning and development.

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Other resources available related to this research


Research Brief

Core findings and selected exhibits


Companion Exhibits

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



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