The Facts About Sales Enablement

Sales Enablement Stats Round-Up

Key Sales Enablement Statistics

Click the tabs to learn the hard facts about sales enablement’s impact across the organization

KnowledgeTree: The Facts & Stats About Sales Enablement

SALES ENABLEMENT TECHNOLOGY

High-performing sales teams use 3x more sales technology than under-performing teams (source)           TWEET

82% of sales managers say that sales enablement is becoming more of a focus in their organization (source)           TWEET

86% of sales and marketing management agree that digital tools help them do their job better (source)           TWEET

Companies that achieve their goals are more likely to have invested in sales enablement than other companies (source)           TWEET

SALES ENABLEMENT BUDGETING

The average sales enablement budget doubled between 2012 and 2014 to $2.4 million (source)           TWEET

The past several years have seen an almost 70% increase in sales enablement tool spending (source)           TWEET

72% of organizations plan to invest in sales technology this year (source)           TWEET

60% of US companies plan on increasing their budget for sales enablement tools in the next year (source)           TWEET

VALUE AND ROI OF SALES ENABLEMENT

Companies with the best sales enablement practices average 13.7% annual increase in deal size or contract value (source)           TWEET

75% of B2B organizations report that sales enablement made a moderate or significant contribution to their sales forces (source)           TWEET

Companies with a sales enablement tool see a 13% revenue growth rate, 3x that of companies without this technology  (source)           TWEET

SALES ENABLEMENT AND B2B BUYERS

In the average B2B company, 20 people have to sign-off on a purchase (source)           TWEET

95% of buyers chose the company that provided them with relevant content to guide them through every stage of the buying process (source)           TWEET

82% of buyers viewed at least 5 pieces of content before they purchased (source)           TWEET

90% of buyers want to purchase from the company that shares the most relevant information (source)           TWEET

The average sales cycle has increased 22% over the past 5 years due to more decision makers being involved in the buying process (source)           TWEET

95% of buying decisions were directly influenced by sales enablement and marketing content (source)           TWEET

B2B buyers are 5x more likely to engage with a sales professional who provides new insights about their business or industry (source)           TWEET

B2B buyers review an average of 10.4 sources in any buying situation (source)           TWEET

Almost 70% of buyers have increased the amount of content used to research and evaluate their purchases (source)           TWEET

65% of buyers indicated that the winning vendor’s content had a significant impact on their purchase decision (source)           TWEET

SALES ENABLEMENT AND MARKETING

20% of B2B marketers’ budgets goes to creating content that is not getting used by sales or adding value to sales conversations (source)           TWEET

2/3 of content marketers indicate their top pressure is with regards to the effectiveness of their content marketing and content creation (source)           TWEET

42% of B2B marketers publish new content daily or several times each week (source)           TWEET

70% of B2B marketers are creating more content now than they did one year ago (source)           TWEET

The opportunity cost of unused or underused marketing content is approximately $2.5 million for an enterprise organization (source)           TWEET

The #1 thing that makes content effective is relevance (source)           TWEET

88% of missed opportunities were because sales couldn’t find or leverage internal resources (source)           TWEET

90% of marketing content is never used (source)           TWEET

Marketing teams that are able to see which content sales is using have 33% more leads accepted by sales (source)           TWEET

25% of B2B marketing budget goes towards content creation, but 70% of that content doesn’t get used (source)           TWEET

44% of inside sales pipeline comes from marketing (source)           TWEET

SALES ENABLEMENT AND SALES STRATEGY

94% of organizations have increased their sales targets this year (source)           TWEET

75% of B2B organizations are targeting at least 5% revenue growth this year  (source)           TWEET

51% of companies meeting quota are spending more than $1000 per person in sales enablement (source)           TWEET

Over half of sales teams are expected to hit revenue goals that are at least 20% higher than the previous year (source)           TWEET

Ineffective sales processes can cost businesses millions of dollars in lost revenue each year (source)           TWEET

Continuous training can yield up to 50% higher net sales per sales rep (source)           TWEET

58% of pipeline stalls because reps are unable to add value, emphasizing the importance of being able to access and share the right content (source)           TWEET

The #1 reason for not hitting revenue goals is the inability to communicate value (source)           TWEET

Almost 50% of best-in-class companies prioritize personalizing sales conversations (source)           TWEET

SALES ENABLEMENT AND REP PRODUCTIVITY

Sales reps average about 43 hours a month searching for information or content (source)           TWEET

Up to 30% of B2B sales people’s time is spent searching for and customizing content  (source)           TWEET

Sales productivity is the #1 challenge for almost 2/3 of B2B organizations (source)           TWEET

37% of enterprise level companies identify ‘focusing on getting new sales reps productive more quickly’ as the most important factor in hitting sales quota (source)           TWEET

It takes over 7 months and almost $30,000 to fully onboard and train a sales rep (source)           TWEET

The time it takes to get new reps up to speed means that a company may not see the full benefit of their productivity for 12-18 months (source)           TWEET

US companies spend $20 billion per year on sales training, but 87% of that content is forgotten within weeks (source)           TWEET

Only 16% of unreinforced training content is retained after 90 days (source)           TWEET

Less than 1/3 of a sales person’s time goes to core selling activities (source)           TWEET

Up to 40% of a sales rep’s time is spent looking for or creating content to share with prospects (source)           TWEET

Reps who receive just 3 hours of coaching a month exceed their goals by 7%, boosting revenue by 25% and increasing the average close rate by 70% (source)           TWEET

SALES ENABLEMENT AND ANALYTICS

Organizations that use sales analytics increase team quota attainment 4x faster than non-users  (source)           TWEET

96% of B2B organizations think that analytics will become more important to their organizations over the next 3 years  (source)           TWEET

56% of sales executives are dissatisfied with their ability to offer valuable data-driven insights  (source)           TWEET

40% of organizations indicate that scattered information and limited visibility into data impair their sales organization (source)           TWEET

2/3 of B2B organizations believe that analytics play an important role in driving business strategy (source)           TWEET

16% of B2B organizations say that sales analytics enables key strategic initiatives (source)           TWEET