sales enablement study

Free ebook: 2016 CSO Insights Sales Enablement Optimization Study

Sales enablement is top-of-mind for B2B executives today. This is according to the 2016 CSO Insights Sales Enablement Optimization Study. This report, based on a survey of 375 enterprise firms, reveals that enterprise executives are prioritizing sales enablement and recognizing the benefits... 61% of respondents say their sales enablement function reports through executive management ... BUT there has been a noticeable lack of process and technology that has prevented firms from reaching desired goals: - 64% don't have a sales enablement content management solution in place - 50% of respondents describe their sales enablement priorities as "informal" - 56% cite their current sales enablement initiatives as meeting only some or few of their expectations Download the full report to discover how to optimize your sales enablement efforts, and get sales enablement right.

Table Of Contents

Pg 1 - INTRODUCTION Pg 5 - CHAPTER 1: SALES PRODUCTIVITY GOALS ANALYSIS Pg 7 - CHAPTER 2: SCOPE OF SALES ENABLEMENT SERVICES Pg 9 - CHAPTER 3: CROSS-FUNCTIONAL COLLABORATION Pg 11- CHAPTER 4: THE RELEVANCE OF CUSTOMER’S JOURNEY ALIGNMENT Pg 13 - CHAPTER 5: SOCIAL ENGAGEMENT’S INCREASING RELEVANCE Pg 16 - CHAPTER 6: DECREASING NEW SALESPERSON RAMP-UP TIME Pg 19 - CHAPTER 7: EFFECTIVENESS AND IMPACT OF CONTENT SERVICES Pg 22 - CHAPTER 8: EFFECTIVENESS AND IMPACT OF TRAINING SERVICES Pg 24 - CHAPTER 9: FRONTLINE SALES MANAGER ENABLEMENT Pg 27 - CHAPTER 10: SALES COACHING Pg 30 - CHAPTER 11: ENABLEMENT TECHNOLOGY REVIEW Pg 32 - GOING FORWARD Pg 40 - ABOUT CSO INSIGHTS

First 3 Pages

2016 CSO Insights Sales Enablement Optimization Study CSO Insights 2016 Sales Enablement Optimization Study Terms and Conditions Printed in the United States of America. Except as permitted under the United States Copyright Act of 1976, no part of this publication may be produced or distributed in any form or by any means, or stored in a database or retrieval systems, without the prior written permission of the publisher. For additional information, contact Miller Heiman Group, Inc. 10901 W. Toller Drive, Suite 202, Littleton, CO 80127 email: barry.trailer@csoinsights.com. The reader understands that the information and data used in preparation of this report were as accurate as reasonably possible at the time of preparation by the publisher. The publisher assumes no responsibility to update the information or publication. The publisher assumes that the readers will use the information contained in this publication for the purpose of informing themselves on the matters which form the subject of this publication. It is licensed with the understanding that neither the authors nor those individuals interviewed are engaged in rendering legal, accounting, or other professional service. If legal or other expert advice is required, the services of a competent professional person should be sought. The publisher assumes no responsibility for any use to which the purchaser puts this information. All views expressed in this report are those of the individuals interviewed and do not necessarily reflect those of the companies or organizations they may be affiliated with Miller Heiman Group, Inc. All trademarks are trademarks of their respective companies. CSO Insights 2016 Sales Enablement Optimization Study Acknowledgments We would like to thank all of the sales professionals who shared their insights around the challenges their sales teams face in today’s challenging world of sales. Sales enablement is addressing those challenges through sales training, content management,sales team coaching, and technology. Without their support and insights, the development of this research knowledge base used to create the 2016 Sales Enablement Optimization Study would not be possible. Next, we would like to thank the following thought leadership companies for their partnership and insights into how sales enablement can help companies sell with a sustainable competitive advantage. We acknowledge Brainshark, Seismic, and Showpad for their forward thinking ideas. We would also like to recognize Social Centered Selling and PeopleLinx that helped us formulate compelling social engagement questions for our survey and helped us review and understand the data. Finally, we would like to thank our editing team whose hard work, diligence, and endless hours made this project possible. Thanks to Paul Maxwell, Diane Hodges, Melissa Paulik, and Andy Jesmok.