Sales Enablement Statistics

Sales enablement has rapidly evolved from a buzzword into a crucial strategy for businesses. As markets become more competitive, companies are seeking ways to drive sales productivity, and sales enablement has emerged as the solution.

We've gathered a list of notable sales enablement statistics from various studies, surveys, and reports. These stats provide valuable insights on the importance of sales enablement, how it impacts sales performance, and current trends in sales enablement.

The Importance of Sales Enablement

1. 74% of organizations that exceeded revenue targets have a defined sales enablement function. (Source: SiriusDecisions)

This statistic highlights the correlation between having a defined sales enablement strategy and achieving revenue targets. It indicates that a structured sales enablement strategy is instrumental in exceeding sales goals and boosts overall business performance.

2. Businesses that provide at least three hours of training per month per rep experience 50% higher net sales per employee. (Source: Training Industry)

The correlation between sales enablement training and significantly higher net sales per employee underscores the criticality of comprehensive training programs.

Sales Enablement and Sales Team Performance

3. High-performing sales teams are 2.3 times more likely than underperforming teams to use guided selling. (Source: Salesforce)

Guided selling, a critical element of sales enablement, equips salespeople with prescribed action plans and has been identified as a significant factor in high-performing sales teams.

4. Only 35% of a sales rep’s time, on average, is spent selling. (Source: InsideSales)

Reps often spend large chunks of time on non-selling tasks such as searching for content, drafting emails, and internal communication. Sales enablement tools seek to optimize this ratio so that reps can spend more time on revenue-generating activities.

5. Companies with mature sales enablement programs have a 15% edge over companies with inconsistent programs. (Source: CSO Insights)

This statistic stresses the importance of having not just any sales enablement program, but a mature one. The maturity of a sales enablement program directly impacts the effectiveness of sales teams.

Trends in Sales Enablement

6. More than 59% of companies consider sales enablement critical to their sales process. (Source: LinkedIn’s 2020 State of Sales Report)

As businesses recognize the importance of sales enablement, it is becoming a standard part of the sales strategy rather than an optional extra.

7. AI-usage in sales has increased by 300% compared to 2018. (Source: Salesforce’s State of Sales, third edition)

Artificial intelligence is increasingly being integrated into sales enablement tools, improving the efficiency and effectiveness of sales processes.

8. 62% of sales professionals say focused and personalized content makes remote selling easier. (Source: LinkedIn)

This highlights an important trend: the increasing demand for personalization in sales enablement content.

Sales Enablement and Technology

9. 75% of sales leaders agree that their sales technology investments are paying off. (Source: Sales Management Association’s Salesperson Onboarding Survey)

Investment in technology, like CRM systems and sales enablement platforms, has a significant positive impact on sales performance.

10. Sales teams that use mobile technologies achieved 65% of their sales quotas, compared with only 22% of reps from non-mobile teams. (Source: SuperOffice’s State of Sales)

The effective integration of mobile technologies can significantly boost sales performance, with mobile-enabled teams more than twice as likely to achieve sales quotas.

11. 95% of buyers buy from sellers who provide content at each stage of the buying process. (Source: DemandGen)

Sales enablement tools, like Aomni's AI platform, can provide personalized sales content at every stage of the buyer's journey. This statistic underscores the importance of this feature for closing deals.

Conclusion

The above statistics underscore the importance and impact of sales enablement on business performance. These insights can guide your sales enablement strategy, ensuring you improve effectiveness and target the pain points that matter most.

Sharing this data with your team can help showcase the effectiveness and necessity of sales enablement. Your sales team can then understand and appreciate the value and advantage this strategy brings to their roles and your business as a whole.

From enhancing sales to improving the efficiency of your sales team, incorporating an AI-driven sales enablement platform like Aomni can reinforce your team's battlecards, streamline account planning, and provide valuable and personalized content to your buyers.