We’re a quarter of the way into 2017, and if you’re looking around for ways to make a bigger impact across your sales enablement efforts, it’s time to consider calling in technology reinforcements.
As sales enablement—both the discipline and technology—continues to take hold in organizations large and small, we’re seeing its effects in spades. Most sales enablement professionals are constantly on the lookout for ways to close the gaps and empower sales to be more productive. When done well, a structured sales enablement process built around a modern platform can mitigate increasingly complex sales processes and tighten alignment between what sales thinks buyers need and what buyers want—while providing the right content at the right time—which is key to selling more, faster.
Recently, Highspot released its annual “State of Sales Enablement” report, a compilation of survey results from nearly 600 sales enablement, sales, and marketing professionals conducted in December of 2016. The overwhelming feedback from these folks who are “in the trenches” pointed to the power of sales enablement processes and technology to help sales teams improve productivity and scale best practices.
Top findings include:
- The sales process is becoming more complex. A majority (64.5%) of respondents are experiencing more complex sales processes, and this is more pronounced among larger companies. However, companies with a dedicated sales enablement team are more than twice as likely to experience a sales process that’s becoming less complex.
- Sales enablement empowers alignment to the buyer’s journey. Companies with a sales enablement team are 52% more likely to have a sales process that’s tightly aligned with the buyer’s journey. Conversely, those without a sales enablement team are 67% more likely to have a sales process that’s only lightly aligned.
- Budgets are increasing based on tangible results. Companies with sales enablement personnel, processes, and technology are increasing their budget allocations, an indication that the high ROI expected by sales enablement is being achieved. Of respondents indicating a rising budget, more than 30% cited gains of greater than 11% year-over-year.
- Sales enablement drives revenue. Companies with sales enablement tools reported revenue increases surpassing their peers. More than 75% of respondents from companies using sales enablement tools reported that their company’s sales had increased over the past 12 months.
If you want to have a greater impact in 2017, your sales enablement strategy is critical. Consider implementing (or upgrading) your technology platform to:
- Help combat sales process complexity, a pervasive challenge with expensive repercussions.
- Help improve alignment among sales processes, content, and the buyer’s journey.
- Have a significant impact on sales conversion rates and revenue growth.
Want to learn more? The 2017 State of Sales Enablement report is available for complimentary download, and will help you talk to upper management about the potential return on investment from deploying a sales enablement platform.