In partnership with Sales Enablement PRO, we surveyed more than 500 executives, sales enablement, and marketing leaders from companies of all sizes across the world. What we found validates that sales enablement is becoming the backbone of successful sales organisations spanning industries and geographies.
More than 79% of participants have a sales enablement process or practice in place, or plan on inventing one this year – a 20% increase from last year’s survey. Despite urgent demand and clear evidence of sales enablement’s business impact, clear definitions and best practices are wanting. The 68% of respondents who reported having a dedicated sales enablement tool named more than 150 different solutions when asked to identify the tools in use – demonstrating confusion in the market around what is truly needed to enable reps.
Rapid adoption of sales enablement is creating a strong appetite for category refinement and knowledge – something I’m witnessing first-hand as Highspot’s Managing Director of EMEA. Take for example London’s Sales Innovation Expo, where a packed crowd of thousands came together to explore how technology and modern methodologies are fundamentally changing sales for the better. Sales enablement was a sizzling topic, and not just at our booth, but in many sessions throughout the week.
Looking to the future, we must harness the power of this ongoing sales transformation by connecting with those who share a common mission. Learning from each other will ensure positive returns for all of us. So, we need to ask hard questions and seek out real answers. How can business leaders embrace enablement? Where does sales enablement fit in the organisation? How can a sales enablement charter drive impact? These are the questions that the brightest minds in our space are working to address.
On 22 May, sales enablement practitioners have an arena for these crucial conversations to take place. Sales Enablement PRO has brought the Sales Enablement Soirée, Europe to London. Leaders who live and breathe sales enablement will be sharing tips and tricks in an intimate setting, with sessions on everything from sales readiness at scale to the business impact of sales enablement.
Here’s a glimpse into the keynotes you’ll experience (and if you haven’t saved your spot, it’s not too late):
THE STATE OF SALES ENABLEMENT
James Smee, Bridge
SALES ENABLEMENT GROWS UP … BUT NOT FAST ENOUGH
Tamara Schenk, CSO Insights
SALES ENABLEMENT GETS SOCIAL
Daniel Disney, The Daily Sales
Automation transformed marketing over the past decade, and now modern software is revolutionising sales. It’s a thrilling time to be on this journey with tens of thousands building a category that will ultimately improve the experiences of both the seller and the customer.
Whether you’re a seasoned sales enablement pro or just dipping your toes in the water, we invite you to join us at the Sales Enablement Soirée, Europe in London next week. We look forward to continuing the conversation with you face-to-face at the Highspot booth (and over drinks following the sessions, of course). Cheers to all of you helping transform the world of sales.
