Investing in Sales Management and Enablement

Tamara Schenk is the Research Director at CSO Insights, the research division of Miller Heiman. Tamara recently wrote a book on sales enablement, which is called Sales Enablement: A Master Framework to Engage, Equip and Empower a World-class Sales Force.

Sales Enablement is a fast growing discipline with 59% of sales organisations currently reporting a sales enablement initiative or function compared to only 19% in 2013. We discuss what sales enablement is all about, the key trends emerging and what's critical to make it work.