SiriusDecisions 2017 Sales Enablement Study

October 16, 2017

In b-to-b sales environments, the average tenure of a rep with a typical organization is far shorter, as most individual contributors have traditionally moved from company to company in pursuit of better short-term gratification via leveraged compensation plans. As organizations evolve, however, awareness is high around the value of investing in the long-term support of professional sellers. The goal of sales enablement is to ensure reps possess the skills, knowledge, assets and process expertise to maximize every buyer interaction.

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