For those of you in an enablement role, it’s the time of the year when strategic planning processes for 2019 are underway and budgets are created. How your sales enablement budget will look depends heavily on the approach you take.
That’s why it’s a perfect time to look at how you currently approach sales enablement in your organization, and how you set priorities for sales enablement. Let’s begin with a data point, from our 2018 Sales Enablement Study (requires membership).
Sales enablement grows up: For the first time since we began researching sales enablement, 50.5% of organizations run sales enablement in a formal way, with or without a charter.
The good news is that the percentage of organizations taking a formal approach (without a charter) increased 8.5 points, while the percentage of organizations that follow an informal approach decreased 5.4 points.
Sales enablement grows up… but not fast enough, because the percentage of