Sales enablement is the process, content, and technologies used to empower sales teams with a more effective sales process. Ultimately, the goal of sales enablement is to bring marketing and sales teams together for a more effective process that works with modern buyers.
In an indirect distribution network, such as in manufacturing, sales enablement is the process, content, and technologies used to empower the manufacturer’s distribution partners to sell more effectively. Instead of aligning internal teams like in traditional sales enablement, indirect distribution enablement is about aligning partners and manufacturers. Manufacturers are responsible for the development, training, and implementation of a sales enablement strategy in their network, but they’ll need the input from their distributors and contractors about what is and isn’t working well.