9 Surprising Stats about Sales Enablement
Sales Enablement is here, and it’s time to pay attention. We’ve compiled 9 of the most compelling stats to convince even the most skeptical that Sales Enablement isn’t a buzzword, or a passing trend.
- Not using Sales Enablement? You’re leaving revenue on the table. Sales teams not using Sales Enablement platforms lost $1M or more in revenue, and 28% reported a loss of 100 or more sales deals, in 2017 (Bigtincan). Sales Enablement platforms help sales close more deals in a multitude of ways: recommending content to send, providing access to subject matter experts (SMEs), sending push notifications to reps when prospects interact with content, decreasing content overload by only displaying content relevant to that individual, by giving them time back through automating administrative tasks, providing access to content whenever and wherever they need, creating engaging and personalized presentations, strengthening follow-up – the list goes on (and on and on)!
- Sales reps aren’t spending enough time actually selling. Sales reps only spend 37% of their time selling (BusinessWire). Salespeople spends large amounts of time searching for content, creating content on their own, completing sales trainings, manually completing administrative tasks, and more.
- Administrative tasks are killing sales productivity. 45% of sales reps cite administrative tasks as the #1 reason they are can spend such little time selling (Salesforce Research). To give themselves and management the organization and data needed to successfully progress and close deals, data entry into CRM is a must for salespeople. By automating those crucial but time-consuming tasks, salespeople can spend more time doing what they do best – selling!
- Just because content exists doesn’t mean it’s being used. 67% of B2B content created will never be used (Content Marketing Institute). Why so? The most common culprits are that it’s hard to find content, that content isn’t available at the time and in the medium it’s needed, and that the right content just doesn’t exist.
- Deals often don’t make it all the way through the pipeline. 58% of deals in the sales pipeline will stall (Salesforce). Deals can stall for a variety of reasons, however, Sales Enablement platforms can help neutralize some of those blockers, especially when it comes to addressing the next stat in the list.
- Sellers need to add value more than ever before. 95% of buyers chose a solution provider that “provided them with ample content to help navigate through each stage of the buying process” (DemandGen Report). How can you ensure that salespeople are able to fill that trusted consultant role with a prospect? Empower them with processes, content, and technology.
- Sales Enablement is growing, and becoming a common initiative. 68% percent of firms with 1,000-4,999 employees, and 49% of firms with 10,000+ employees are using a Sales Enablement platform (Bigtincan). And it isn’t just large companies – here’s some more info on why Sales Enablement is just as important to small companies.
- Sales Enablement done badly isn’t enabling anyone. Only 34% of companies who have implemented Sales Enablement indicate that the majority, or all, of their Sales Enablement goals are being met (CSO Insights). Simply implementing a software, or just bolstering your content creation isn’t true Sales Enablement. How do you do it right? This webinar outlines the six key pieces of a great sales enablement initiative.
- When done right, Sales Enablement empowers managers and end-users. 58% of Sales Enablement platform users consider the Sales Enablement platform to be very or extremely important to sales success (Bigtincan)
Ready to see how a Sales Enablement platform can transform your business? Get a demo of Bigtincan here.