Summer Scoop: Is Sales Enablement Cooling Off?
Sales enablement has risen in popularity as companies are learning how it can help businesses quickly grow in both revenue and customer relationships. But with all the hubbub there’s been about sales enablement benefits, we thought it was time to take a pulse check.
We gathered insights from 250 Salesforce customers on the state of sales enablement programs in their companies and came across some surprising results.
According to respondents, the top three reasons companies implement sales enablement programs are to:
- Increase win rates
- Increase new account acquisition
- Increase existing account penetration
This was consistent with feedback around sales enablement program goals as well.
However, 41% of respondents admitted they are not confident in their organizations’ sales enablement program. With the massive growth around sales enablement the past few years, this is an unexpectedly large number. Yet, as the need and purpose for sales enablement is still finding its footing, it’s clear there is still much room for growth.
41% of respondents admitted they are not confident in their organizations’ sales enablement program.
This may be related to another eyebrow-raising piece of feedback we received. Half of respondents also admitted they do not have ROI in place to consistently evaluate their sales enablement investment.
While many companies are using sales enablement programs to drive sales results, the lack of metrics to prove value may be the reason some companies hesitate to embrace sales enablement. More importantly, this might explain why so many have little faith in their current sales enablement program.
Half of respondents also admitted they do not have ROI in place to consistently evaluate their sales enablement investment.
It’s clear there is still much room for improvement in the sales enablement space. So while it’s not as hot a topic as it was a few years ago, there’s still a huge need to standardize and improve reporting and reliability.
But wait, there’s more! Just download the full, free report for more jaw-dropping findings on the state of sales enablement.