According to the latest CSO Insights research, companies with a sales enablement function in place outperform those without by 8.2% in higher revenues. However, today 75% of the firms surveyed don’t have this function in place, and the 25% that do could optimize their efforts even further.
CSO Insights conducted a survey with 300+ companies in order to understand the role of sales enablement in helping organizations identify prospects and move them more effectively through the sales process to a close.
Download a complimentary copy of the 2015 Key Trends Analysis to explore current best practices and case studies. Key topics include:
Impact that sales enablement has on global sales organizations today
The role that the customer’s journey plays in sales process development
How sales enablement functions are being set up within companies
The role technology and sales content is playing in supporting sales enablement
Table Of Contents
Pg 1 - Introduction
Pg 5 - Key Trends: Sales Enablement Directly Reports to These Functions
Pg 7 - User Communities Serviced by Sales Enablement
Pg 9 - Functional Areas That Collaborate with Sales
Pg 11 - Goals of Sales Enablement
Pg 13 - Sales Enablement's Primary Services
Pg 15 - Sales Process Aligned With Customer's Journey
Pg 18 - Effectiveness of Training as Rated by the Salesperson
Pg 21 - Effectiveness of Customer-facing Content and Tools for the Sales Team
Pg 24 - Effectiveness of Internal-facing Content and Tools for the Sales Team
Pg 27 - Processes Used for Managers to Coach Their Sales Teams
Pg 30 - Sales Teams Have Access to Sales Enablement Content Technology
Pg 33 - Going Forward Analysis
Pg 40 - About CSO Insights
First 3 Pages
Sales Enablement Optimization Study
2015 Key Trends Analysis
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 MHI Global, Inc. 10901 W. Toller Drive, Suite 202, Littleton, CO 80127 email: firstname.lastname@example.org.
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 publicati
on. 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 MHI Global, Inc. All trademarks are trademarks of their respective companies.
We would like to thank all of the sales executives 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 2015 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 CallidusCloud, Showpad,
and The SAVO Group for their forward thinking ideas.
Finally, we would like to thank our editing team whose hard work, diligence, and endless hours made this project possible. Thanks to Kim Cameron Andy Jesmok, Paul Maxwell,
and Crystal Turnau.