If your branding strategies and existing sales tactics aren’t pushing the revenue you want to see, sales enablement can help you turn things around. It equips underperforming sales teams with the data and tools they need to close more deals while increasing customer satisfaction.
In this article, you’ll find 20 surprising sales enablement statistics that may help put your marketing decisions into perspective.
Why we chose these sales enablement stats
We picked out these sales enablement statistics to emphasize the role it plays in your sales strategy. With the right sales enablement tactics, you can equip your marketing teams with the training and information they need to succeed.
When implemented correctly, sales enablement can provide continuous learning, help you make positive long-term decisions, and enhance customer satisfaction.
Best practices for sales enablement
While sales enablement is an emerging practice that is constantly on the brink of change, these best practices can help empower your strategy.
- Prioritize your buyer: Always tailor your sales pitches according to your buyers’ needs. Keep in mind that the best way to sell is to listen – not to talk over your customer.
- Base your decisions on data: Some sales professionals make decisions based on gut feelings and assumptions about their target market. Instead, you should analyze sales data to help make informed decisions about your marketing efforts.
- Be results-driven: Quantify your success by setting clear business goals.
Fascinating sales enablement statistics
1. Sales enablement has recently surged in popularity, experiencing a 343% increase in adoption over the last 5 years.
Now, there are over 13,000 sales enablers active on places like LinkedIn.
2. Searches for “sales enablement” on Google increase by 51.2% year over year.
3. Organizations with sales enablement achieve a 49% win rate on forecasted deals, compared to 42.5% for those without.
Without sales enablement, you stand to lose 65% of the content you develop for marketing purposes.
4. What you measure is what you impact research from PROLIFIQ, 47% of sales enablement teams don’t measure the ROI of their efforts.
Many sales leaders underestimate the importance of calculating ROI, a useful tool for staying out of business debts.
5. Over 75% of companies using sales enablement tools indicated that sales increased over the past 12 months, with nearly 40% reporting growth of more than 25%.
In particular, sales experts who used tools like HubSpot reported conversion rate increases of at least 20%.
6. Companies with a sales enablement team are 52% more likely to have a sales process that’s tightly aligned with the buyer’s journey.
7. Sales enablement’s presence correlates with a 31% improvement in supporting changes in sales messaging and a 15% improvement in improving low-performing salespeople.
8. 61% of organizations employ some type of sales enablement program, only 34.4% feel it meets their expectations.
In the past few years, an additional 3% of organizations felt these tools played a more critical role in their processes.
9. 52% of sales organizations who have a specific sales enablement function claim overall sales training effectiveness 29% higher than those who don’t.
10. The three most common types of sales enablement materials created for sales teams are email templates (53% of teams), call scripts (39%), and pre-call checklists (37%)
11. Currently, 61% of executives believe they don’t have sales managers who have been adequately trained in sales enablement strategies and techniques.
In fact, even 84% of trained salespeople forget their coaching in just three months!
12. Over 75% of companies using sales enablement tools saw an increase in sales in the first year.
13. 84% of sales reps achieve their quotas when their employer incorporates a best-in-class sales enablement strategy.
14. In the 2018 “Sales Enablement Report” by CSO Insights, the percentage of salespeople achieving quota improved by 10.6%, which is an improvement of 22.7%.
In that same report, only a surprising 34.1% of organizations tailored their content to their target markets.
15. 55% of C-Suite executives say that sales enablement solutions are the top technology investment necessary to boost sales productivity.
16. In 2013 less than 20% of companies dedicated resources specifically for sales enablement.
17. SiriusDecisions found that 28% of companies employ seven or more full-time sales enablement staff.
On the other hand, 43% of larger enterprises hire more than ten.
18. Organizations that increased their investment in sales manager enablement saw 11% improvement in win rates compared to those who skimped on this critical business function.
19. In the past 5 years, the sales enablement function has experienced a 343% increase in adoption.
20. The top 3 sales enablement priorities are: optimizing value messaging (55.5%), optimizing sales processes (35.5%), and optimizing sales coaching (32.9%).
If these sales enablement statistics have you thirsting for more helpful information, check out these other stats!
Want even more statistics?
More sales statistics that can help you out:
- 40 Sales Statistics You Need to Know in 2022
- 15 Sales Follow Up Statistics You Need to Know in 2022
- 15 Sales Closing Statistics You Need to Know in 2022
- 14 Sales Funnel Statistics You Need to Know in 2022
- 20 Sales Call Statistics You Need to Know in 2022
- 15 Sales Training Statistics You Need to Know in 2022
- 20 Sales Cold Calling Statistics You Need to Know in 2022
- 9 Sales Forecasting Statistics You Need to Know in 2022
If you haven’t yet adopted a sales enablement strategy, we hope these statistics give you the push you need. Then use AI to trigger sales enablement content on your sales calls with Dooly Playbooks. Demo Dooly today.
How big is the sales enablement market?
In 2020, the sales enablement market was estimated to be worth $1.7 billion. It is expected to be worth $7.3 billion by 2028.
How fast is sales enablement growing?
In the last five years, sales enablement tactics have experienced a 343% increase in adoption.
What is the value of sales enablement?
Sales enablement is an excellent way to boost productivity and guarantee revenue from your money-earning teams. It allows sales representatives to close sales quickly and more effectively.
How do you measure sales enablement success?
There are several metrics you can use to measure sales enablement success. These include your win rates, lead-to-opportunity rates, quota attainment, and content adoption, among other things. To pick the right one, align these statistics with your business goals.
Join the thousands of top-performing AEs who use Dooly every day to stay more organized, instantly update their pipeline, and spend more time selling instead of mindless admin work. Try Dooly free, no credit card required. Or, Request a demo to speak with a Dooly product expert right now.