You were banking on your sales team to increase business growth, and it fell short. You can’t seem to figure out why.
Let me guess, you’ve tried everything from great branding strategies to the good-old cold calls, but something just doesn’t click. Why does this happen and what is one of the most overlooked factors when it comes to building a successful sales team?
Even though it seems like increasing sales growth, maintaining sales rep motivation, or aligning sales with business functions are long-drawn-out processes, sales enablement can quickly turn things around and help boost sales and customer satisfaction.
We’ve put together 35 surprising sales enablement statistics that will help you understand why you should give it the importance it truly deserves.
Simply put, sales enablement provides a sales team with the information, tools, and resources they need to further customer engagement and close deals. It also facilitates the seller-consumer relationship by developing comprehensive sales playbooks. As a result, your sales reps are not only aware but thoroughly informed about the product they are selling and the benefits it offers to the buyers even before they hop onto a sales pitch.
Let’s look at some interesting sales enablement numbers that show the impact of this strategic business action.
of sales executives cited content search and utilization as the top productivity improvement area.
Source: Spotio
There is a reason content is king. If you thought that content marketing and sales are poles apart, you might have to think again. Contrary to popular belief, your outbound sales team has a lot to gain from the right kind of high-quality content. It can help deliver organic leads and establish your business as a place of thought leadership.
Sales enablement also functions as a way to align sales and marketing processes. As the purchasing activities continue to change, the methods of carrying out sales must change too. By not paying attention to the alignment of sales and marketing, your business is potentially risking the effectiveness of the sales team; not to mention the loss of marketing benefits that you could have reaped to reach business goals.
of businesses that use CRM and marketing automation have aligned the Marketing and Sales departments.
Source: Review42
Maintaining the productivity levels of sales reps plays a key role in the overall success and health of a business. As with any department, productivity metrics in sales help understand where the team stands regarding converting prospects and generating revenue. Sales enablement facilitates the process of understanding these key factors by providing sales reps with tools and information to hit the ground running, saving time and money.
Let’s be real, the consumer experience can only be improved upon by a combination of customer success and sales enablement. If your customer representatives are equipped with the right content, they will be able to provide more value to the customer by answering relevant questions and maintaining relationships with prospects. For a seamless consumer experience, ensure that your sales enablement workflow is integrated with the customer success team.
of customers say the experience a company provides is as important as its products and services.
Source: Salesforce
Given the importance of sales enablement, it is a no-brainer that it is a strategic, and ongoing process that guides your salesforce to achieve targets. Moreover, sales enablement streamlines cross-functional teams to work together effectively to drive sales revenue. For a business to sustain itself in the future, well-formulated documented sales strategies will be imperative.
of sales managers say that the biggest challenge for them is the lack of time and resources to perform their job.
Source: Data Dwell
Sources:
Preparing your sales team and working hard to create sales enablement resources as well as spending time on guaranteeing that the resources (brochures, product overviews, etc) are accessible to the sales team, can have significant impacts on building a strong knowledge base and generating sales revenue.
Overwhelmed by how to support you sales team with content? Learn how to create sales enablement content to support sales teams.
Discover the best sales enablement software on the market, reviewed by your peers.
Aayushi Sanghavi is a Content Marketing Specialist at G2. After graduating with a degree in communication and psychology, she found her interest in writing on the internet. She has written about Customer Service, Tech Verticals, and currently shares expertise in the UX and Data Science spaces. She is curious about project management methodologies and process optimization. In her free time, she volunteers at animal shelters, dancing or attempting to make digital art.
Discover the best sales enablement software on the market, reviewed by your peers.
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If there’s any person that finds it almost impossible to walk away from a challenge, it’s a...
What do you have sitting in your sales arsenal?
There’s a lot riding on leaving a message after the beep.
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