SiriusDecisions – Sales Enablement Planning Assumptions 2019

Futurology is defined as the study of future possibilities on the basis of current trends. Futurist Jason Silva explains it this way: “Imagination allows us to conceive of delightful future possibilities, pick the most amazing one, and pull the present forward to meet it.”  During the 17th century, for example, the Anglo-Irish chemist Robert Boyle compiled a list of 24 predictions. This prescient list described motorized boats, electricity, scuba diving,  dentures, hair dye and even scratch-and-sniff paper – hundreds of years before any of
these marvels became a reality.

B-to-b sales enablement leaders envision a future in which sales reps always have access to the most relevant content and understand the context, demonstrate the competence and receive the coaching they need to confidently engage customers in meaningful conversations. In this brief, we describe six planning assumptions that sales enablement leaders should incorporate into their planning for 2019.