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How Does Your Sales Enablement Strategy Stack Up?

Sales enablement. It’s a phrase you’ve heard of for some time now. You may have an entire team (or at least one person) dedicated to training and supporting the sales team within your organization. But is it really working?

According to a new study from Adobe, on average 89 percent of companies think their sales enablement strategies are on track. But, hold the phone. Less than 30 percent of those surveyed are implementing sales enablement solutions such as sales collateral, mobile content, customizable content, mobile apps or video content. So what are these companies actually doing?!

Why You Should Consider Developing a Sales Enablement Strategy

Shorten Sales Cycles

Sales enablement can help increase sales efficiency and shorten sales cycles. According to the same Adobe study, nearly 80% of sales and marketing managers agree that sales enablement tools (specifically mobile) can help shorten sales cycles.

Increase Productivity

Data and analytics, app-based solutions and CRM integration are key to boosting productivity. Survey respondents ranked these solutions highly in the study.

Retain Top Performers

SiriusDecisions found that high-performing reps who have exceeded their quota are 14 percent more likely to work for a company that has a certification program than reps on target with their quotas.

Close More Business

According to a CSO Insights study, over 70 percent of sales reps believe that better data would allow them to win more deals.

Sales enablement can take on many flavors from organization to organization, but it all boils down to prepping your troops in the best possible way. It’s important to assess your goals, objections and gaps to determine where to focus your efforts. The Adobe study cites training and measuring effectiveness as a top challenge, but keep in mind that sales enablement can solve other challenges as well! Meagen Toohey of AGSaleworks recently offered up four tips to help improve sales enablement within your organization.

   Image Credit(s):                Jon Candy                    

Written by

Amanda Maksymiw
September 26, 2014