Sales coaching can have a dramatic impact on win rates and quota attainment. Yet many reps still aren’t getting the coaching they need to improve sales readiness and close more business.
After experiencing a period of rapid growth, sales enablement is beginning to mature as a practice, CSO Insights found in a survey of more than 500 sales organizations.
The function more than doubled in size from 2015-2017, with 132% more companies claiming a dedicated sales enablement role or program last year compared to three years ago. Sales enablement leaders – and the companies that employ them – naturally want to see that growth continue in 2019 and beyond.
If sales enablement leaders want to keep moving in the right direction, however, research shows that many of them can and should continue to improve their performance in key areas, such as content strategy, training, coaching and tracking results.
So how, exactly, can sales enablement pros up their collective game in 2019?
View the infographic below for 5 big challenges enablement leaders have to tackle this year, along with a few recent trends to keep in mind. (All data sourced from 'The 2018 Sales Enablement Report' via CSO Insights.)
Top 5 Sales Enablement Challenges
- Formalizing the function
- New hire onboarding
- Training + coaching
- Content strategy
- Measuring ROI