New Research: 2018 State of Sales Enablement

Three people consider state of sales enablement 2018

Table of Contents

    Sales enablement has revealed itself to be an increasingly critical contributor to B2B sales growth, giving businesses a powerful advantage in connecting with today’s modern buyers. This is just one of the many insights that come out of this year’s State of Sales Enablement report.

    This year’s report shows the gap in success between those with and without formal sales enablement programs is widening.

    In the report, which is now available for download, you’ll see that sales enablement is transformational in companies. This tectonic shift is creating more empowered and productive sales organizations, and it further illustrates the importance of enacting or updating a sales enablement strategy quickly—before competitors gain the edge.

    2018 highlights:

    • Nearly 70% of respondents reported that their company/team’s sales process was becoming more complex.
    • 55% reported that their sales performance was being negatively impacted by the increasing level of sales process complexity.
    • 66% reported using some type of sales enablement process.
    • More than 50% reported using sales enablement tools for less than two years.
    • More than 63% of respondents using sales enablement tools reported to be on track to achieve sales goals (vs. 48% from respondents not using sales enablement tools)

    The report also provides a closer look at what the sales enablement function looks like within an organization — who drives it, who owns it, and what initiatives of sales enablement are deemed the most critical to success.

    To gain these and other insights about the state of sales enablement in 2018, download your complimentary copy of the report here.

    By Highspot Team

    We deliver the only unified enablement platform that drives GTM productivity. By combining guided selling, continuous learning, and always-on coaching into one seamless experience backed by end-to-end analytics, our platform empowers your GTM teams to break down silos and drive predictable growth.

    We are focused on realizing the full potential of AI for GTM teams in our purpose-built platform. Highspot delivers a unified experience and analytics, ensuring unmatched AI accuracy and relevance to improve productivity across your entire GTM team. Executing your strategic initiatives with Highspot increases revenue, drives consistent rep performance, and increases sales and marketing return on investment.

    Related Resources

    Highspot Unveils AI Roadmap and New AI Innovation
    Blog
    Highspot Unveils AI Roadmap and New AI Innovation
    Find out how Highspot Copilot Actions and Copilot Agents will bring more proactive user recommendations, autonomous task execution, and more to customers.
    Highspot and Corporate Visions Announce New Integrations
    Blog
    Highspot and Corporate Visions Announce New Integrations
    Highspot and Corporate Visions introduce new integrations that deepen the companies' joined value for just-in-time training and always-on coaching.
    Highspot Delivers New and Unique Integrations with Salesforce
    Blog
    Highspot Delivers New and Unique Integrations with Salesforce
    Highspot broadens integrations for Salesforce's Einstein Copilot, Sales Programs, and Sales Engagement amidst continued momentum in the Salesforce ecosystem.