Guest Post by Melissa Madian, Founder at TMM Enablement Services @MelissaMadian
Sales Enablement. It’s a role that is both confusing and so hot right now.
If you are in Marketing, your definition of Sales Enablement may sound something like the ability to provide Sales with the content they need, when they need it. Sales enablement software platforms have generated a lot of buzz around this definition of Sales Enablement, understandably so since they are trying to create a market in which to sell things; but content is only a small portion of what Sales Enablement is all about.
If you are in Sales, perhaps your definition of Sales Enablement is training. Train the sales team, run new hire bootcamps, make sure they are consuming their learning packages and get their managers involved if they are not taking their training. Except learning materials are also a small portion of what Sales Enablement is all about.
At its true core, Sales