The need for sales enablement

the-case-for-sales-enablement-investment-infographicThe American Society of Training and Development (ASTD) recently had a Sales Enablement Webinar Series and gathered some interesting metrics, such as:

88% of executives want conversations, not presentations. This means they want a sales rep to work with them to solve a problem or create an opportunity, not pitch them a product.

96% of world class companies have a formalized value proposition that is seen as compelling to their customers, versus 31% of all companies

But, 26% of the companies in the survey feel that their sales reps don’t achieve their quota due to an inability to communicate the value message. To help a few startups I’ve met, I recently put together a quick guide to create their value proposition

89% of world class companies feel their sales and marketing organizations are aligned in what their customers want and need, versus 26% of all companies

Plus, 13% of the companies in the survey feel that their sales reps don’t achieve their quota due to having insufficient leads. I don’t see this as a terrible number, but better alignment between sales and marketing can improve it.

More interesting metrics from the survey are on the Brainshark blog.

 

Thanks @brainshark and @ASTD

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