70 Sales Enablement Statistics for 2025 That’ll Blow Your Mind

For sales teams, the ideal customer journey is a never-ending pursuit.

What starts as a promising sales funnel often becomes more complex upon closer examination. Success in sales enablement begins with equipping customers with the right resources and ensuring their progress. However, the challenge of analyzing and understanding target accounts can be daunting. This is where sales enablement software proves invaluable, simplifying the process and providing tailored solutions.

With the rapid integration of artificial intelligence, the sales enablement landscape is evolving like never before. To navigate these changes effectively, here are some essential sales enablement statistics to guide your sales and marketing efforts.

Sales enablement statistics

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.

• 50-90% of a B2B buying journey is completed before a buyer can interact with a sales rep. 
• In 2023, 90% of organizations had a dedicated sales enablement team or program.

• 76% of leaders attribute improvements in sales performance to their investments in sales enablement. 
• The percentage of B2B sales professionals using sales enablement content increased from 40% in July 2022 to 59% in July 2023, marking a 48% year-over-year growth.
• 79% of B2B companies neglect customer success enablement despite increased focus on customer retention during the economic slowdown.
• 58% of organizations have a sales enablement presence, while 21% include customer success in their strategy, and 10% extend support to the marketing teams.
• Social media content, market research, reviews, customer testimonials, and product demos are the most effective sales enablement tools for closing deals.

Sales content and training statistics

Sales enablement banks on the articulate structure of sales content that buyers receive at every stage of the sales journey. While an account executive or sales rep isn't expected to answer all sales objections, the buyers leaf through sales enablement to compare requirements, decide on budgets, and plan future team training and pilots. Whether it's a B2B brand or a B2C brand, establishing expertise via content goes a long way. 

• Sales coaching programs commonly feature sales content, plays, and training (42%), manager feedback on rep training (40%), and connections to real-world actions (29%).
• 66% of consumers expect companies to understand their needs and expectations from a service.
• Half of sales enablement professionals use sales content adoption as the primary metric to measure team performance. 
• 73% of customers expect better personalization from a brand with the advancement of technology.
• Underused or unused marketing content costs enterprises approximately $2.3 million annually in missed opportunities.
• Approximately 26% of sales representatives consider their sales training ineffective.
• 79% of customers expect consistent interactions, and yet 55% of customers say that it feels like they are separately communicating with different departments.
• 56% of customers say that they often have to repeat or re-explain information to different representations. 

• 87% of companies on the Cloud 100 have sales enablement or revenue enablement professionals in their teams.
• The average team size of a sales enablement team is 4 members. 
• 29% of sales professionals who receive weekly one-on-one coaching are top performers.
• Only 53% of sales leaders utilize coaching solutions.
• Nearly half (48%) of sales enablement roles offer remote work options with salaries ranging between $50,000 to $157,000.
• As of December 2023, the search volume of sales enablement statistics rose to 3% of what it was three years earlier.

Sales and marketing alignment statistics

Sales and marketing roles are intertwined for a company to push through a final deal. While marketing focuses on launching new go-to-market initiatives to get more entrants, sales works on supporting them and analyzing their buying trends. The roundtable of sales and marketing collectively decides on ideal customer profiles, outreach strategies, and sales pitches to strike the pain point of a prospect.

Here are some sales and marketing alignment statistics that further clarify the relationship and collaboration of these functional arms.

• Sales and marketing alignment can help your company become 67% better at closing deals.
• 76% of content marketers forget about sales enablement in their marketing efforts.
• 91% of B2B companies failed to hit their sales quota expectations in 2023.
• Sales and marketing misalignment costs businesses $1 trillion each year in decreased sales productivity and wasted marketing efforts.

• According to sales leaders, the three biggest barriers to sales and marketing alignment are poor communication between teams (38%), misalignment on goals or strategies (30%), and lack of sales input on marketing content (27%).
• 60% of the customers say no four times before they agree to a deal.
• 80% of sales require five follow-up calls.
• Only 30% of sales professionals believe their sales and marketing teams are closely aligned within their company.

Sales reps' productivity statistics

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. 

The productivity graph of a sales professional depends on their logged hours, field work, implicit neuroticism, agreeableness, and dedication to maintain customer communication. Let us have a look at how sales reps have been performing across several industries with sales rep productivity stats. 

• 78% of sales professionals believe AI helps them focus more on the most important aspects of their roles.
• In the past years, sales productivity ranked just behind profit margin as the most important metric for sales professionals.
• Consumers now ask an average of 18 questions during sales calls, up from 13 questions in 2022. 
• Sales reps spend only 28% of their week actively selling.
• 57% of sales calls contain negative emotions, including arguments, sales objections, uncertainty, and anger.

• 58% of pipeline stalls because reps are unable to add value.
• 55% of C-Suite executives say that sales enablement solutions are the top technology investment necessary to boost sales productivity.
• The average organization spends $24K per person on boosting productivity, yet 49% lack effective methods to measure it. 
• 54% of buyers admit that it is often possible for a seller to steer them into a new mindset or assumption about a new product or service.
• When asked when it was most useful for a sales professional to contact them, most buyers said the research stage (34%), followed by evaluation (23%) and discovery (21%).
• Consistent with previous years, buyers strongly prefer self-service, especially in the early stages of their journey, with 69% saying they typically engage a salesperson only after making a decision.
• 34% of prospects sign up for email campaigns because they seek special offers, followed by 29% who are looking for discounts, 22% who wish to learn more about company products, and 15% who like a brand.
• Over 70% of buyers do not want to see a sales rep in person, but they are open to remote meetings.

Consumer experience statistics

The fair play of consumer experience would reduce the sales persuasion efforts and increase the amount of emotional connection with your buyers. Simple changes to your web design, assistive procedures, and customer engagement do the unthinkable. Consumer experience is the evergreen mantra to have a successful sales enablement strategy.

Consumer experience has created a winning streak for leading brands. Some consumer experience statistics mentioned below assert the same.

• 42% of customers are willing to pay more for a friendly and welcoming customer experience.
• 72% of customers will share a positive experience with six or more people. 
• 70% of customers expect the person they interact with to have full context.
• 72% of leaders believe that merging teams and responsibilities around customer experience will enhance operational efficiencies.
• Improving customer experience can boost company revenue by 10-15%.
• 59% of consumers believe businesses should use the data they collect to personalize their experiences. 
• After a poor customer experience, up to 89% of consumers switch to a competitor.

• 97% of consumers believe customer service is essential for brand loyalty.
• 87% of customers actively avoid purchasing from brands they don't trust.

Sales enablement strategy statistics

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. 

• 84% of sales reps achieve their quotas when their employer incorporates best in class sales enablement strategy. 
• 75% of organizations have structured sales training programs to upskill or reskill their employees.
• The chief sales officer (CSO) primarily owns the sales enablement function at 35%, followed by Chief Revenue Officers (CRO) and Chief Growth Officers (CGOs) collectively who represent 25% of ownership. 
• Lack of staff and resources is also seen as one of the biggest barriers to sales enablement maturity as cited by 52% of salesforce.
• The best sales onboarding programs help new sales hires become productive 3.4 months sooner, on average – a time-to-productivity that’s 37% faster than firms with low-performing programs. 

• 28% or organizations use 10 or more tools to drive sales productivity - but most still are not happy with their quota attainment and revenue results.
• 43% of people use sales intelligence tools for sales tracking and pipeline tracking, which was a 54% increase from 2 years earlier.

Enable the salesforceship

By aligning your sales operations, you can challenge the status quo of breakeven and secure more deals. Putting sales intelligence and sales enablement tracking into picture, changes the face of your existing client marketing strategy, retains consumers, and brings newer faces on board.

Not sure how to start? Discuss the ups and downs of your B2B software cycle, fill in the missing hyphens, and get in touch with high-intent accounts with G2 for sales!