As sales organizations gear up for 2017, it’s a great time to reflect on the challenges of the past year and how to correct them moving forward. With that in mind, it’s good for sales and business leaders to understand where sales readiness and enablement trends are headed.
In a survey of over 400 business leaders, CSO Insights 2016 Sales Optimization Study found that while 45% of companies currently have a sales enablement function, only 31% meet or exceed all of their expectations. On top of that, only 36% of sales enablement departments have a formal vision. In other words, many organizations still have their work cut out for them when it comes to effectively readying their sales forces.
Brainshark CEO Greg Flynn said it best when emphasizing the need for structured sales enablement functions and practices:
“For companies across the board, it is important to have an effective process in place to improve sales readiness and productivity – as they’re intimately linked to growing the bottom line.”
View the infographic below (or download the full report) to see how sales readiness strategies like onboarding and coaching, coupled with powerful technology, lead to better outcomes for sales teams.
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