Sales enablement talent is not discussed very often. Usually, the discussions are about the sales talent that’s required in the digital age of the customer. But there is almost no discussion about the necessary talent, sales enablement leaders need to have to be successful.
The challenge with sales enablement: only a minority moves the needle
Only about one-quarter to one-third of sales enablement teams are effective and tangibly move the sales performance needle. In other words, most organizations invest in sales enablement, but don’t move the needle. No wonder that the current crisis hit sales enablement hard. Sales enablement is at the crossroads. A situation that offers excellent opportunities to understand successful SE teams and leaders better. First, they are good at these two critical success factors:
Critical success factor #1 is implementing a strategic, formal, and charter-based approach to sales enablement.Critical success factor #2 is meeting your senior executives’ goals and expectations.
Second,
