In their recently released 2017 Sales Enablement Optimization Study, CSO Insights revealed that 59% of organizations reported having a dedicated sales enablement function, a YOY increase of more than 26%. This would appear to indicate that sales enablement had reached the proverbial “tipping point” of validation and adoption, yet dig deeper, and some important challenges remain:
- 54% of organizations are still setting sales enablement priorities on either an ad-hoc or informal basis
- Just 13% of organizations are operating with a formal sales enablement charter, a decline vs. 2016
- Only 1/3 of respondents are achieving the majority of their stated objectives
- Measuring the impact of sales enablement efforts on business outcomes is a continuing struggle
Are You Still Committing Random Acts of Sales Enablement?
Sales enablement is, by its very nature, cross-functional, yet many organizations continue to commit random acts of sales enablement. As the function matures, sales enablement must strive to integrate and align both functions and business processes. And as the data shows, the results are clearly worth it: when development efforts hit their marks, both win rates and quota attainment improved dramatically.
Watch the replay with Tamara Schenk, Research Director at CSO Insights and Steve Preston, CMO at Qstream, who will review the findings from CSO Insights’ most recent research, and explore recommendations for:
- Aligning sales enablement programs and productivity goals with performance objectives
- The new mandate for customer-centricity in both sales training and sales process
- How proficiency data on the skills and capabilities of your reps can help sales enablement deliver personalized learning and coaching paths
- Measuring sales enablement success with a new generation of analytics