Jennifer Bullock
Principal Analyst
Author Insights
Blog
Should Sales Enablement Be Responsible For Hiring New Reps?
At this year’s Forrester B2B Summit, we introduced our Sales Competency Management Framework, which provides a comprehensive look at sales talent management through the lens of attracting, onboarding, and optimizing (ongoing development) sales professionals.
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Blog
This Year’s B2B Summit Sales Enablement Track — “How’d We Do?” And “What Comes Next?”
Enablement practitioners proved to be incredibly innovative and agile when making the shift to working remotely in 2020.
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Blog
Confessions Of A Former “Charterless” Sales Enablement Practitioner
Without a charter, sales enablement leaders run the very real risk of being in the position of having to solve problems as they arise with no real scope, strategy, or sense of priority. In her latest blog post for Forrester, analyst Jennifer Bullock shares why a sales enablement charter is key to success.
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Blog
What My Love-Hate Relationship With Golf Taught Me About Sales Role-Playing
Like in golf, there are so many motions to consider in any customer interaction. Sales enablement practitioners must deconstruct role-playing exercises to enable reps to get into top-selling form.
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Blog
Building A Sales Enablement Team: Know The What, When, And Why, But Focus On The Who
You can ask 10 different sales enablement professionals how they define their function and hear at least that many definitions of what sales enablement is, does, or is responsible for.
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Blog
Podcasts for Sales Learning — Is that a Thing?
- Podcasting has witnessed a boom in engagement with more senior-level executives
- SiriusDecisions research reveals that while podcasts don’t prove to be effective for sales-specific learning, they are effective for communications
- Podcasts are most effective when they’re part of an integrated communications plan with the field