Sales
Definition
Sales enablement is the function responsible for equipping sales teams with content, training, tools, and processes to sell more effectively. This includes onboarding curriculum, product training, competitive intelligence, case studies, battle cards, objection handling guides, and coaching programs.
Key points
- Onboarding: ramp new reps to productivity
- Ongoing: product updates, competitive intel, skills coaching
- Content: case studies, battle cards, pricing justification
- Metrics: ramp time, quota attainment, win rate by enablement touch
Example
Enablement team produces a battle card for a new competitor launch: positioning differentiators, objection responses, pricing comparison. Reps reference it during competitive deals.
Related terms
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