The focus of the Sales Enablement Optimization Study is on quantifying the impact that sales enablement has on global sales organizations today. We wanted to understand how effective sales enablement is helping organizations identify prospects and move them effectively through the sales process to close. To do that, we formulated questions to identify the challenges sales organizations are facing today, why those problems exist, and the best practices that companies are implementing to optimize areas such as sales training, content development, sales team coaching, and more effectively leveraging technology.
