Measuring the Impact of Sales Enablement

Chief sales officers expect their enablement teams to drive
seller productivity. Yet, sales enablement leaders struggle to
demonstrate their influence on sellers and overall performance.
In this episode, co-hosts Betsy Gregory-Hosler and Billy Luckey
talk with Gartner expert Shayne Jackson about why enablement
leaders struggle to show impact, why “random acts of enablement”
are a problem and how a new approach can connect enablement to
results.


 


Shayne Jackson covers enablement and talent management for the
Gartner for Sales practice. His research and advice help chief
sales officers and sales enablement leaders solve critical
business challenges. His extensive global experience leverages a
programmatic approach to learning, content and tools that elevate
sales teams’ effectiveness.