Sales Enablement Stats

Looking for enlightening facts and figures on Sales Enablement? Look no further!

Marketing-Sales Alignment

Sales and Marketing Alignment

  • In a CMO survey, 72% of respondents said that their Sales and Marketing teams work together on an equal basis (Forbes: Mooreman, 2013).
  • 38% of CMOs say that aligning and integrating Sales and Marketing is a top priority (Type A: CMO Council, 2014).
  • Only 30% of the content that marketing teams put together is actually used by Sales (Sirius Decisions: Bégin, 2014).
  • In 2011, Aberdeen Research released a report in which they showed that companies that were superior in aligning Marketing and Sales experienced an average of 32% growth in annual revenue, compared to a 7% decline in organizations that were lacking this alignment. In Aberdeen’s most recent (2013) report on the subject, they reported that 26% of companies say they’re prioritizing increasing Marketing’s visibility into the Sales pipeline.
  • 37% of companies don’t know which campaigns/content yield Sales results (Aberdeen: Ostrow, 2013)
  • Companies with mature lead generation and management practices have a 9.3% higher sales quota achievement rate. (CSO Insights)

Sales Onboarding and Training

  • 71% of respondents to an Impact Instruction Group survey said that they are currently in the process of reevaluating their onboarding program. (2013)
  • According to a 2013 study done by the National Center for Biotechnology Information, the average human attention span is 8 seconds, or one second less than the average attention span of a goldfish.
  • According to a 2014 comprehensive study by Brainshark, 48% of B2B trainers say that their organization’s sales training content isn’t engaging enough, and only 32% of respondents described their sales training program as effective.
  • Only 29% of new hires hit performance milestones within their first year. (Aberdeen: Laurano 2013)
  • According to study done by Sales Performance International, without systematic, ongoing learning and reinforcement, around 50% of content is not retained within five weeks, much less applied. After 90 days, 84% of what was initially learned is lost (2010).
  • Over 50% of sales managers are too busy to train and develop their sales teams. Sensible investment in recruiting and developing real sales talent produces amazing returns. (SalesForce Training & Consulting: Christie, 2012)
  • Without follow-up, salespeople will lose 80-90% of what they learned in training within just one month. (Sales Alliance 2014)
  • A study of 540 companies conducted by the Association for Talent Development shows that continuous investments in training and reinforcement result in over 50% higher net sales per employee, nearly 40% higher gross profits per employee and a 20% higher ratio in market-to-book value. (2014 Sales Alliance)

Sales Training and Onboarding

 Sales Efficiency and Productivity

Sales Efficiency and Productivity

  • Sales reps spend 40% of their time either researching or on “other” miscellaneous tasks. (Qvidian: CSO Insights, 2011)
  • The average sales cycle has increased 22% over the past 5 years due to more decision makers being involved in the buying process. (Sirius Decisions)
  • Judging by a new data visualization from Cirrus Insight, the average salesperson spends more than half of their day engrossed in some form of communication or research, and less than half doing what their title implies—you know, selling. (2014)