How do top organisations manage their sales enablement people, processes, and tools?
It varies from business-to-business, but one thing remains steadfast – the best sales organisations have a structured, measurable approach to sales enablement.
SiriusDecisions surveyed 250 B2B sales enablement professionals from a variety of industries and revenue bands to assimilate its State of Sales Enablement 2017 report. Key findings include:
- 83% of organisations with more than $750 million in revenue have deployed or plan to deploy an enablement team
- Sales enablement reporting structures are shifting away from the marketing organisation to the sales organisation, and often, the office of the CEO
- 74% of organisations plan to grow their sales enablement practices in the next 12 months, indicating a continued rapid ascension in the importance of both people and technology to support sales efforts
To read what industry leaders had to say about sales enablement, from staffing to technology to ongoing measurement and KPIs, download the full report with our compliments.
