The Portfolio Track View From Forrester's Sales Enablement Forum 2011

In addition to the sessions mentioned by Brad Holmes and Brian Lambert in their blog entries, we dedicated an entire track to sessions that discussed how the decisions made by portfolio teams relate to the efficiency (or not) of sales teams.

Participants in the portfolio track all consider themselves to be sales enablement professionals, but have job titles that include product management, sales operations, competitive intelligence, and marketing communications.

Despite this wide range of responsibilities, each person shares a common goal of improving their areas of responsibility in ways that improve sales efficiency.

Attendees who look at sales enablement through a portoflio lens expressed the following thoughts about the Forum:

  • We feel empowered by seeing and hearing so many sales enablement professional come together.
  • We need to make our company executives aware of the industry changes in sales enablement.
  • We have entrenched behaviors that we need to overcome (i.e. muscle memory).
  • We face a complex amount of change and need a way to communicate it clearly.
  • We need to understand how e can overcome organizational silos that increase complexity.
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