Highspot Blog

Defining Sales Enablement Roles and Responsibilities for Organizational Success

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One of the great things about being in an industry that is still defining itself is that there are no real boundaries. When it comes to sales enablement, the sky is the limit because we’re all defining what it is and what it means to our individual organizations.

Conversely, this freedom can also cause confusion or friction when determining “who does what” to empower sales. As a sales enablement professional, it can be difficult to understand where responsibilities start and stop, when to enlist other teams, and what may be overlooked as being done already (but isn’t).Continue reading article ›

Defining Success with Sales Enablement

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What is Sales Enablement?

Sales enablement is becoming more and more of a common term in organizations big and small. But, just as no organization is the same, no definition of the concept of arming sales to succeed is exactly the same. Some see sales enablement as a role (or team) within the organization, some see it as the technology that does (or should) power content distribution and management, and some categorize it as a hybrid of the two. And, there are many degrees of differences along the spectrum.

At Highspot, we define sales enablement as a strategic, ongoing process that equips sales teams to have consistently effective engagements with prospects and customers throughout the buyer’s journey. In other words, it’s the teams, tools, and technology used in the ongoing quest to help sales close more deals, faster. For what it’s worth, the teams that “do” sales enablement may not have the term in their titles—it could be the marketing team, a dedicated sales enablement team, or even members of the sales team itself who are most involved in activities and deliverables to empower sales.

Continue reading article ›