Stephanie Benavidez breaks down how most organizations view sales enablement, and what the enablement function should really provide for an organization.

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Transcript:
 I think there's such a division between the attitude towards sales enablement, because many organizations look at it from a check the box approach versus drinking their own champagne. What I mean by that is: while they may say, we're going to invest in you and allow you to build out a team and processes - on the other side of the table, enablement is also being asked to do a multitude of things, as I fondly call it the Jack or Jill of all trades. And I will say that some organizations bring in sales enablement too late. And they hire these very large teams and expect them to come in and be that fixer. And at the end of the day, sales enablement is a strategic function that needs to be thought of as something that's helping to build out KPIs at the beginning of the year. So many of those companies that I think are truly brought in are probably a little bit more mature in their process. Most companies that act as a startup or are a startup tend to not really buy into the impact of sales enablement.