Sales enablement should be a serious topic for just about any forward thinking B2B technology company sales executive.
Here are a few reasons:
- It can take 9-12 months+ to fully ramp a new sales person, and natural attrition rates can mean that up to 20-25% of your sales team may need to be replaced annually.
- Companies are realizing that better product knowledge is not ‘sales enablement’. Shaving weeks or even months off the ramp-up time for new sales hires, compressing sales cycle times and improving deal sizes and win rates for the average performer, can translate into millions of dollars in additional revenue. We call this building a stronger “sales middle class”.
- Less sales reps are making quota, win rates are falling, buying and selling dynamics are changing dramatically. The bottom line is that it’s harder than ever to engage and sell effectively. Effective sales enablement programs can result in up to 20% in higher revenues according to CSO Insights.
Yet, some companies still cling to anachronistic thinking and process.
According to recent B2B studies by SiriusDecisions and CEB, the dynamic between the Buyer and Seller has changed. Buyer’s are not engaging with sales for 60%-70% of their evaluation process. That’s a frightening stat for any sales exec, who must realize that you simply can’t dictate your sales process to the prospect anymore. Sales has more pressure than ever to execute flawlessly in order to win.