Reflections on Sales Enablement in 2019: Cutting and Polishing Your Sales Enablement Diamond

What an incredible year! 2019 was a very intense and challenging year here at CSO Insights, with lots of interesting and comprehensive research projects.
As I thought about how to best summarize the essence of our research and client experiences and what it means in practical terms for you, once again I landed on our sales enablement diamond, the sales enablement clarity model. This model is fitting simply because you have to tackle all of these facets over time, and ideally – even in the early stages – you have all of them in mind even if you only tackle some of them in the beginning.
Let’s get started – facet by facet – with the latest data based on our Fifth Annual Sales Enablement Study.  We’ll start at the top of the diamond with the facet labeled “Customer”.
#1. Customer: Tackling all enablement challenges through the lens of the customer is a mandatory