Adapting Your Sales Enablement Strategy to 2020 Realities

With leaner sales organizations, your sales enablement strategy has to step up and be a valuable contributor to the organization. But it will take more than tools and technology to do that.
By Donna Horrigan As sales leaders navigate our current situation—a global pandemic that’s wreaking havoc on the economy while social distancing measures keep workforces remote and isolated—the role of sales enablement is coming under increased scrutiny. In many organizations, revenue has “fallen off a cliff,” as one sales leader put it, and companies are looking at where they can make cuts and recapture lost momentum.
For salespeople, that means the pressure is on to make up
for lost time and bridge the revenue gap. But the obstacles are substantial.
After all, potential buyers are dealing with those same economic challenges,
uncertainties and shifting priorities.
As we continue to progress through this disruptive new reality, we’re entering into a new phase, one that I