Sales Enablement

From plans to purchase

Our expertise comes from our research that is not found anywhere else in the industry. It can help you make Sales Enablement impactful to your organization. Consider these insights as you look to assess and improve your Sales Enablement and Execution efforts.

Definition

Sales Enablement is the application of processes, information, and technology to automate and empower sales teams.

Research Fact

For almost 1/2 of organizations, it takes 7+ days after the sales review period end to compare actuals to their plans

Best Practice

To improve overall sales results, enable collaboration and ensure sales forecasts are focused on improvement

Our guidance on Sales Enablement provides advice on how to embrace technology effectively. If you are ready to learn more on how we can help your efforts in Sales Enablement, check out our research below or reach out to us directly, and get started on your journey to excellence.

SEE OUR LATEST RESEARCH

Analyst Perspective

Incentive Solutions Shows Potential in Sales Performance Management

Here are some insights on Incentive Solutions drawn from our latest Value Index research, which provides an analytic assessment of how well vendor offerings address buyers’ requirements.

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Analyst Perspective

The Business Continuity Imperative: The Selling Experience and Sales Performance Agenda

Sales plays a lead role in the revenue and growth of every organization.

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Dynamic Insights

Sales Planning

Sales planning is essential to managing and improving sales performance. Without a planning process, sales metrics and key indicators will provide only historical context and not forward-looking visibility into your sales activities, impacting your ability to achieve the best possible sales performance. But effective planning requires dedicated technology that is purpose-designed and is aligned to the needs of the organization. We're seeking your input on sales planning best practices. Please answer the questions below and click on "Submit" to see how you did and Ventana Research's thoughts on possible avenues for improvement.

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Dynamic Insights

Sales and Operations Planning

Sales and Operations Planning (S&OP, sometimes called Integrated Business Planning) is a management discipline that enables executives to assess trade-offs between multiple interdependent business components: demand and supply market opportunities, customer service, inventory investments, production capabilities, supply availability and distribution constraints. The objective is to produce a plan that best fits the company’s strategy and opportunities. S&OP addresses problems that result from uncoordinated and unbalanced decision making in sales, marketing, operations, manufacturing, supply chain product development and finance. The S&OP process amalgamates results from a group of connected planning processes to mediate a balanced solution. Please answer the 13 questions below and you'll receive our customized Dynamic Insights.

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Webinar

Meet the Robotic Generation of Sales Performance Management

Disparate applications and data sets create barriers with antiquated SFA make it difficult for Sales to know how it is performing and what it should be doing to improve performance. Now, though, a new generation of robotics- and AI-enabled sales performance management applications are now available to help maximize the organization’s sales potential. Applying machine learning and analytics with the right level of automation can create engagement and levels of productivity not possible using yesterday’s approach to sales performance management. Will you invest into your sales organizations effectiveness and motivate them to improve?

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White Paper

Structured CRM for Business Success

Today more than ever, organizations must prioritize customers and focus on both existing and new relationships in order to increase the value of the interactions with them. A spreading awareness of the importance of customer experiences and interactions has transformed how organizations view not only managing relationships but valuing them. Existing approaches to customer relationship management (CRM),

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Mark Smith

From plans to purchase

Definition

Research Fact

Best Practice

How we can help

Education

Assessment

Advisory

Some of our Latest Research

Analyst Perspective

Incentive Solutions Shows Potential in Sales Performance Management

Analyst Perspective

The Business Continuity Imperative: The Selling Experience and Sales Performance Agenda

Dynamic Insights

Sales Planning

Dynamic Insights

Sales and Operations Planning

Webinar

Meet the Robotic Generation of Sales Performance Management

White Paper

Structured CRM for Business Success

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