8 Surprising Sales Enablement Stats You Should Be Thinking About

sales enablement stats

2017 is proving to be a year where more and more companies are undertaking sales enablement as a significant priority. And for good reason. If you’ve recently started a sales enablement initiative, or you’re thinking about starting one, you might have seen some research to help justify your investment.

Here, we’ve compiled some compelling stats to help you get a jump on your programs.

Sales reps spend up to 43 hours every month searching for information (Aberdeen)

That’s a lot of time to be spending on searching for information – a full work week! If the information exists, there’s no reason why sales should be spending that much of their time searching for it. Sales enablement plays a critical role in ensuring that content is front and center for sales reps to engage with and share with prospects.

84% of reps achieve quota at companies with best-in-class sales enablement strategies (Aberdeen)

This stat speaks for itself, really. Sales enablement is proven to maximize sales performance. So much so in fact that…

32% of organizations say over the next 12 months, sales enablement will be their top marketing priority (Hubspot)

Sales enablement isn’t just a function of sales. Effective enablement requires strong alignment between marketing and sales; something that isn’t lost on marketers. Marketers play a key role in developing and centralizing effective sales content and leading the charge on product training for reps.

95% of buyers choose a solution provider that “Provided them with ample content to help navigate through each stage of the buying process (DemandGen Report)

We all know by now that prospects go through the majority of the buying process before engaging with a sales rep. That makes it difficult for sales to engage early on. By taking a consultative approach and providing prospects with the right content throughout their research process, sales can better engage and influence purchase decisions.

65% of sales reps say they can’t find content to send to prospects – the most common complaint of sales teams (Kapost)

Finding content is a huge problem for sales reps, with 65% of reps saying they can’t find content to send to prospects. Sales managers should be alarmed at this statistic because any time spent by a rep looking for content is time they could otherwise spend selling.

90% of B2B sellers don’t use sales content because it is irrelevant, outdated and difficult to customize (Forrester)

It’s not just the ability to find content that is a problem, either. Marketing needs to create effective, up-to-date content for reps to use. Sales enablement should bridge the gap between sales and marketing to better communicate the content needs of reps, and ensure that any outdated content is either removed or updated.

93% of organizations don’t track content used by sales reps (CSO Insights)

A less commonly thought of statistic but one that has huge implications is that organizations aren’t tracking what content is being used by sales reps. If you talk to a marketer, more than likely they’re going to know what content is getting the most views and shares, from a marketing perspective. When it comes to sales’ usage, however, that visibility rarely exists. Without visibility into what content is being used by reps, consumed by prospects and driving deals forward, sales organizations are missing opportunities to develop scalable, repeatable processes that work. Additionally, marketing will continue to blindly create content without insight into what’s actually being used.

Organizations utilizing sales enablement tools that track engagement have cut their sales cycles by 18% (Aberdeen)

By utilizing sales enablement tools to track engagement, organizations are seeing shorter sales cycles.

Veelo is a sales enablement solution that addresses these challenges, and more. Let us show you how we can help you maximize content utilization, reduce ramp time, demonstrate ROI and accelerate your sales performance.

 

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