We are seeing in a number of organisations the need to have sales support especially around deals, commercials etc.
In terms of Revenue Enablement an emerging best practice is the Revenue Desk. The process is a “pre-contract” process that includes leaders from more than just Sales. This group of leaders should include Marketing, Finance, Legal, Engineering, etc. The group meets once or twice a week and reviews the larger deals in the pipeline. These sessions are intended to leverage the full expertise of the leadership team. They also provide sales with the appropriate tools they will need to close the deal faster. The Revenue Desk empowers the sales person and breaks down silos that can slow deal velocity.