As we are currently recruiting for our 5th Annual Sales Enablement Study, I was again looking back at the open text questions we asked last year regarding your biggest sales enablement challenges. On a high level, a few issues dominated the answers — the keywords were lack, consistency, process, resources, priorities, accountability and yes, sales managers.
Sales enablement leaders reported to suffer from lack in many ways.
Lack was mentioned a lot and in different ways, such as a lack of leadership, a lack of senior executive buy-in and sponsorship, a lack of resources, a lack of process, a lack of tools and a lack of content. The list goes on.
The main “lack” areas are a lack of senior executive sponsorship and a lack of resources. And the latter is usually a consequence of the former. A lack of process and tools, as well as a lack of enablement services, also
