The global sales enablement market was worth $989 million in 2020. Experts project that number will grow to $3.1 billion by 2026 – a 17.4% compound annual growth rate. Why are businesses in every industry all over the world prioritizing sales enablement like never before?
When done right, sales enablement is a surefire way to ensure all of your revenue teams, including marketing, sales, and customer success, have the tools, content, and resources they need to improve customer engagement and drive more sales.
Not convinced? These 16 sales enablement statistics will blow your mind.
Sales Enablement Transforms the Buying Experience
B2B selling is hard. Today’s B2B buyers are similar to B2C buyers in that they want you to treat them as individual people with unique interests. Your ability to close a sale is dependent on your ability to deliver a relevant, personalized, and engaging sales experience that adds value for your buyer at every stage of their journey. Did you know:
Consider the following two customer experience examples:
Example 1: A popular meal-kit company continues to send you promotional offers for first-time customers when you’ve been an active subscriber for years.
Example 2: The above-mentioned meal-kit company’s competitor sends you targeted content and offers including a listicle of their top 10 gluten-free meal recommendations because you indicated you have celiac disease in a quiz hosted on their website.
Which company’s service are you more likely to subscribe to moving forward?
52% of customers expect offers to always be personalized – up from 49% in 2019. A sales enablement platform with AI-powered, guided selling capabilities can help your marketers, sellers, and customer success teams provide buyers with the right content and promotions at the right time, every time. With actionable insights, you can also track how buyers are engaging with that content (e.g. how long they viewed it, how many times, and whether or not it helped move the deal forward) to help you optimize your content marketing strategy and determine the next best sales action.
Sales Enablement Helps Marketers & Sellers Provide More Value (And Increase Revenue)
According to Gartner, today’s B2B buyers spend only 17% of the buyer journey meeting with potential suppliers. And moving forward, 80% of those sales interactions between suppliers and buyers will occur in digital channels.
Today’s buyers have a lot of content and information at their fingertips. Because of that, they’re relying less on sellers to get them through the buying process and more on marketing.
Mediafly’s sales enablement platform allows marketers to host and manage all of the content on their website and sales application in one place. With the ability to leverage the same tools and content that sellers do in later sales stages, marketers can ensure they provide a personalized, value-added experience in the early stages of a buyer’s self-guided research.
Marketers who use self-service ROI and TCO calculators hosted on their websites capture valuable information about a buyer’s business objectives and pain points and set the stage for sellers to have important, value-based conversations.
When buyers understand the value your product or service can bring early in their journey, deal velocity accelerates and average order value grows. In fact, 84% of business buyers are more likely to buy from sales reps that understand their goals. That’s likely why 87% of high-growth companies take a value-based approach to sales.
Sales Enablement Provides Reps With Continuous Sales Readiness And Coaching
A wide receiver won’t know what route to run when the play isn’t effectively communicated to him. A guitarist doesn’t know what chords to strum if she doesn’t know what song to play. And a sales rep won’t win a deal if she doesn’t know where to find the right content and how to use it. Unfortunately:
Traditional, classroom-style sales training isn’t enough. A sales enablement platform integrated with a learning management system (LMS) can help you provide regular, on-demand sales coaching and training exercises to continuously improve the skills of your revenue teams.
Much like the success of a wide receiver catching the winning touchdown pass or a guitarist rocking out to a cheering crowd, support for your sales reps ensures that they can lead engaging and relevant sales conversations that effectively deliver your go-to-market message.
On average, companies that invest in training and coaching their employees can expect a 353% return on investment.
Sales Enablement Drives Business Success
Sales enablement aligns revenue teams to increase sales effectiveness, and generate a higher return on investment – all superstar outcomes worthy of consideration and prioritization. Still not convinced with these sales enablement statistics? Check these out:
- 84% of sales reps achieve their quotas when their employer incorporates a best-in-class sales enablement strategy.
- 65% of over-performing sales teams have a dedicated sales enablement person/team
- Organizations that have formal sales enablement initiatives achieve a 49% win rate in their forecasted deals, compared to 42.5% for those without
- 76% of organizations with a sales enablement function see an increase of sales between 6% and 20%
When you empower your sales, marketing, and customer success teams with the right sales technology, content, and tools, you improve their ability to boost buyer engagement, drive customer satisfaction and loyalty, win deals, and increase revenue.
After hearing these sales enablement statistics, are you ready to embark on your sales enablement journey? Download our Sales Enablement Toolkit for more information on how to get started.