Sales enablement budgets will increase by 50% within the next five years, according to new GartnerSales research. Learn more here: CSO
to emphasize digital engagements, buying stakeholders, buying jobs, and situational awarenessby implementing more effective and efficient learning methods aligned to seller learning habits like microlearning, nudges and practical learning experiences
“By investing in sales enablement as a way to maximize sellers’ engagement and productivity, enablement leaders can change the learning experience of sellers, improve retention and keep pace with the dynamic buying environment,” said Jackson.Currently, many sales enablement functions use metrics that fail to show its true impact and are often influenced by factors beyond the function’s control, such as pipeline conversion rates.
To effectively demonstrate sales enablement ROI and, in turn, protect associated budget increases, CSOs should instead focus on:s by consulting with sales leaders on the seller behaviors needed to hit their most important sales goals ., such as coaching, training and creating tools, to achieve the desired behaviors.by comparing changed sales behaviors and enablement activity to the baseline.
“Sales enablement drives change in organizations,” said Jackson. “When done well, a sales enablement function is part of the team that influences sales strategy, justifying increased investment. Enablement will evolve and expand its scope to revenue enablement, aligning deliverables to ensure consistency among all roles that interact with customers to directly impact commercial outcomes and further drive sales productivity.
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