Jennifer Bullock

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.

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.

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.

• 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