Sales enablement platforms – seven key requirements

The Sales Enablement Platform, sometimes called the sales knowledge management system, is taking its place alongside the Customer Relationship Management system as one of the must-have platforms of an advanced sales organisation. Any company planning to implement a Sales Enablement Platform will have a long list of requirements, but the true significance of some factors is not always clear ahead of implementation. This article draws on experience of implementing and using Sales Enablement Platforms to highlight seven key requirements and explain their significance. It focuses on the needs of larger, more complex companies – the ones that have most to gain from a Sales Enablement Platform.

The seven key requirements are:

1. One source

2. No double-posting

3. Dedicated cross-company system

4. Structured information space

5. Integrated community content

6. The means to attract attention

7. Effective inventory management

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