Sales Enablement

By 2021, one-third of sales organizations will still lack an effective way to make sales professionals more responsive to the needs of engaged buyers who expect prompt and intelligent interactions.

Mark Smith

CEO and Chief Research Officer

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

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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Webinar

The Future of AI and Predictive Sales: New technology can digitally transform sales and boost your revenue potential

Pity the poor sales organization! – always being called on to generate revenue but rarely receiving the level of investment it needs to be able to work smarter and more effectively. Sales force automation and the more recent promise of CRM have fallen short of delivering the insights and guidance that would help improve their ability to prioritize opportunities. Now, enter a new generation of technology in the for of artificial intelligence (AI), and we have actually begun to see the possibility of delivering on the promise of what can be done using advanced analytics and guidance-driven applications. Mark Smith, CEO and chief research officer of Ventana Research, has more than two decades of hands-on and analytic experience in sales processes and technology. In this webinar, Mark will present his research-based insights and lay out the five steps that must be taken by every organization looking to embrace technology to realize full selling potential

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Self-Assessment

Sales Analytics

Sales analytics is essential to managing and planning for better sales performance. In fact, our research into sales organizations finds that sales analytics effectiveness is a key indicator to plan for optimal sales performance and maximize the potential from quotas, territories and incentives.

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Company Profile

Managing Sales Performance in Smaller Organizations

Sales organizations, especially in small businesses, are under pressure to take advantage of every revenue-generating opportunity. Feeling they have to move fast, sales management personnel sometimes don’t conduct regular

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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

Dynamic Insights

Sales and Operations Planning

Webinar

Meet the Robotic Generation of Sales Performance Management

White Paper

Structured CRM for Business Success

Webinar

The Future of AI and Predictive Sales: New technology can digitally transform sales and boost your revenue potential

Self-Assessment

Sales Analytics

Company Profile

Managing Sales Performance in Smaller Organizations

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