The 7 facets of sales enablement

This is a blog takeover by Tamara Schenk, research director at CSO Insights and sales enablement leader, analyst, speaker and author.
Sales enablement still means different things to different people. The purpose of any definition is to establish a common understanding and to give a term identity. Here is our definition we developed at CSO Insights, based on research, the work with our clients and based on own experience:
Sales Force Enablement — A strategic, collaborative discipline
designed to increase predictable sales results
by providing consistent, scalable enablement services
that allow customer-facing professionals and their managers
to add value in every customer interaction.
We refer to this as sales force enablement specifically because this involves more than enabling salespeople. Rather, the term sales force encompasses all customer-facing roles and their managers.
Yet, knowing what sales enablement is does not sufficiently equip sales enablement leaders to evolve this function at a strategic level. To achieve that, there must be