The State of the Art in Sales Enablement: An Intensive Study of Current PracticesIDCAugust 16, 2009 33 Pages - SKU: IDC2424612 |
This IDC study details the current state of the market for sales enablement: the level of enablement for technology sales organizations, the challenges that stand in the way of higher performance, and the benchmarks in behavior and activity that companies should strive for. Sales enablement is one of the few areas of increased sales organization investment in 2009, with many organizations having high hopes for its impact. Most sales organizations have been investing in sales enablement over the past few years, and one of the key initiatives is to focus those investments at a higher level within the organization. "Sales enablement is one of the five key levers of sales productivity," states Lee Levitt, director, IDC Sales Advisory Practice. "With proper attention and the right governance, sales enablement initiatives can deliver substantially higher sales productivity." |
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