For sales enablement to have a strategic and orchestrating role, cross-functional collaboration is highly important, as it provides effective, consistent enablement services produced in an efficient and scalable manner. However, the role of collaboration in sales enablement is often overlooked and underestimated.
The majority of enablement teams (61.2%) collaborates in an ad hoc or informal way. (click to tweet)
What does that mean in practical terms? Collaborating in an ad hoc or informal way means that there is either no collaboration approach at all or there is only a general high-level understanding of collaboration (i.e., this is what we should be doing). On the level of collaboration areas and actual enablement service types, such as a white paper or a playbook or an e-learning selling skill service, neither has clarity on who is responsible for what. In other words, there’s no collaboration model that puts all involved teams on the same page
