An analysis of the current research on sales enablement and the adoption of technology in sales

Jorge Bullemore

doi:10.22451/3002.nbr2024.vol10.1.10096

Authors

Jorge Bullemore Universidad del Desarrollo, Chile http://orcid.org/0000-0003-3731-7020

DOI:

https://doi.org/10.22451/3002.nbr2024.vol10.1.10096

Keywords:

Sales Enablement, Sales Management, Literature Review

Abstract

This literature review discusses sales enablement (SE) strategy, a crucial component of modern sales organizations. It emphasizes the importance of training, content management, collaboration, and technology deployment. It also discusses the phases of technology adoption and the challenges of integrating new technologies. The review suggests that managers should invest in training, cross-functional collaboration, align SE initiatives with company goals, adopt innovative technologies, and implement effective change management methods to improve sales performance and maintain a competitive advantage.

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References

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