Research firm Gartner expects sales enablement

 

Research firm Gartner expects sales enablement budgets to increase by 50% in the next five years.  The budget increase will be powered by the need to address shifting buyer preferences, boost seller effectiveness, and drive revenue growth. The report suggests enablement leaders can support sellers by redesigning tools, optimizing workflow, updating talent profiles, and downsizing training. Gartner recommends that CSOs focus on building and implementing various enablement activities, gauging enablement impact, and driving a stronger connection between revenue goals and enablement activities.  According to Senior Director Analyst Shayne Jackson, budget increases will bring heightened expectations of sales enablement results. Gartner is conducting a CSO & Sales Leader Conference in Las Vegas on May 16-17.