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Following the growth and success of the sales enablement movement over the last 3 years, a reckoning has happened over the last 6 months where enablement has been caught in the boom bust cycle of rapid hiring followed by the great layoff. It’s been sad to see so many talented sales enablement folks be caught in this. But what can we learn from it.

Gartner has predicated that “Sales enablement budgets will increase by 50% within the next five years as a way to address shifting buyer preferences, boost seller effectiveness and drive revenue growth.”

That’s all well and good but how do Sales Enablement ensure that they are not in the same position as today - Budgets invested but the intended gains failed to be measured or realised by sales?

Forrester have released their new Planning Guide 2023: Sales Enablement. In it they talk about their top recommendations for 2023.

We are delighted to see that their first recommendation is to get yourself a sales competency framework in place.

One of the things we get asked most often from sales enablement and training professionals is:

“How do we make sure the knowledge and skills learned in sales training are embedded to drive the long term benefit?”

In our latest blog, we explore Sales Enablement Collective’s recent report “MEASURING SALES ENABLEMENT REPORT 2021” and how you can effectively measure and align sales enablement for all key stakeholders.

This blog walks through some simple things you can do to build sales coaching into your operating rhythm and give it the gift of consistency so you can scale it across all your teams.

If you fall into on of these categories then read on…

1. You are thinking about creating a sales competency framework because you’ve heard they are really cool

2. You have a sales competency framework but it is languishing untouched in a dusty filing system after an initial flurry of activity

3. You live a breathe your sales competency framework, it sits at the heart of everything you do but it’s a bloomin’ nightmare of admin to maintain

After last week’s webinar with SAP’s Data Driven Sales Coaching Program Lead, Stefan Funk, I have had the opportunity to review and reflect on what was a hugely valuable session.

The latest Sales Enablement Pro report makes a compelling case for assessing and tracking sales competency and behaviour change…

But how can you achieve it in practice? Read our top tips to find out.