70+ Sales Enablement Statistics To Blow Your Mind In 2024

When it comes to building sales relationships, words are mere vessels.

For sales teams, the ideal customer journey never ends. While it seems rosy at the beginning of the sales funnel, the process gets skewed once you get the clear picture. The customer vouches for quality and availability. Providing them with the right resources and aid in their success is the first step of sales enablement. The struggle to study and interpret your target sales account requires sales enablement software to go to every length and suggest perfect solutions.

With the groundbreaking adaptation of artificial intelligence, newer trends are taking over the sales enablement space. Companies are experimenting with newer sales strategies and intelligence tools to give a cent percent ROI assurance to their prospects. Here are some of the leading sales enablement statistics that can steer your sales and marketing efforts in the right direction.

Sales enablement statistics

Simply put, sales enablement provides a sales team with the information, tools, and resources they need to further customer engagement and close deals. It also facilitates the seller-consumer relationship by developing comprehensive sales playbooks. As a result, your sales reps are not only aware but thoroughly informed about the product they are selling and the benefits it offers to the buyers even before they hop onto a sales pitch. 

Let’s look at some interesting sales enablement numbers that show the impact of this strategic business action.

  • Organizations with a sales enablement strategy achieve a 49% more win rate on forecasted deals.
  • Sales enablement catalyzes ROI by decreasing onboarding time by 40-50%.

81%

of sales, executives cited content search and utilization as the top productivity improvement area.

Source: Spotio

  • 50-90% of a B2B buying journey is completed before a buyer can interact with a sales rep. 
  • A whopping 93% of the B2B purchase process starts with an online search.
  • 50% of all prospect engagement is just generated with 10% of sales enablement content.
  • Sales enablement practitioners who leverage a sales enablement platform for their sales team report win rates that are 7% higher than teams that don’t.
  • Sales enablement teams with a tenure of 2 years that report to a revenue leader experience a win rate up to 10% higher than those who report to marketing. 
  • In the past five years, the sales enablement function has experienced a 343% increase in adoption across companies. 
  • 62% of companies have a sales enablement person, program, or function, which represents a year-over-year growth of 7%, followed by 13% of companies planning to initiate sales enablement in the coming fiscal.
  • 79% of B2B companies neglect customer success enablement despite increased focus on customer retention during the economic slowdown.
  • 58% of organizations have a sales enablement presence, while 21% include customer success in their strategy, and 10% extend support to the marketing teams.
  • Nearly 29% of companies fail to measure new hire ramp to productivity. Further, companies selling solutions over $1 million are building faster AE ramps and average contract value.
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Sales content and training statistics

Sales enablement banks on the articulate structure of sales content that buyers receive at every stage of the sales journey. While an account executive or sales rep isn’t expected to answer all sales objections, the buyers leaf through sales enablement to compare requirements, decide on budgets, and plan future team training and pilots. Whether it’s a B2B brand or a B2C brand, establishing expertise via content goes a long way. 

  • 74% of buyers choose the company that first adds content value. 
  • 66% of consumers expect companies to understand their needs and expectations from a service.
  • 89% of consumers buy based on overall sales experience regardless of price and functionality. 
  • 73% of customers expect better personalization from a brand with the advancement of technology.
  • 74% of customers expect content expertise from companies that provide more data.
  • 79% of customers expect consistent interactions, and yet 55% of customers say that it feels like they are separately communicating with different departments.
  • 56% of customers say that they often have to repeat or re-explain information to different representations. 
  • 80% of customers say that the experience a brand provides is almost as important as it’s products and services.  

59%

of customers mostly trust a company that makes honest claims about it’s products and services. 

Source: Salesforce

  •  87% of companies on the Cloud 100 have sales enablement or revenue enablement professionals in their teams.
  • The average team size of a sales enablement team is 4 members. 
  • Effective sales coaching can improve win rates by as much as 29%.
  • If your sales reps don’t feel they are learning and growing in your organization, you’re at risk of losing upwards of 60% of your entire workforce within four years.
  • Nearly half (48%) of sales enablement roles offer remote work options with salaries ranging between $50,000 to $157000
  • As of December 2023, the search volume of sales enablement statistics rose to 3% of what it was three years earlier.

Sales and marketing alignment statistics

Sales and marketing roles are intertwined for a company to push through a final deal. While marketing focuses on launching new go-to-market initiatives to get more entrants, sales works on supporting them and analyzing their buying trends. The roundtable of sales and marketing collectively decides on ideal customer profiles, outreach strategies, and sales pitches to strike the pain point of a prospect.

Here are some sales and marketing alignment statistics that further clarify the relationship and collaboration of these functional arms.

  • Sales and marketing alignment can help your company become 67% better at closing deals.
  • 76% of content marketers forget about sales enablement in their marketing efforts.
  • 91% of B2B companies failed to hit their sales quota expectations in 2023.
  • Sales and marketing misalignment costs businesses $1 trillion each year in decreased sales productivity and wasted marketing efforts.

74%

of businesses that use CRM and marketing automation have aligned the Marketing and Sales departments.

Source: Review42

  • Successful salespeople talk for 54% of each sales call, whereas less productive people only talk for 47% of any given conversation. 
  • 60% of the customers say no four times before they agree to a deal, but only 12% of sales reps follow up with a customer more than four times.
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Sales reps’ productivity statistics

Maintaining the productivity levels of sales reps plays a key role in the overall success and health of a business. As with any department, productivity metrics in sales help understand where the team stands regarding converting prospects and generating revenue. Sales enablement facilitates the process of understanding these key factors by providing sales reps with tools and information to hit the ground running, saving time and money. 

The productivity graph of a sales professional depends on their logged hours, field work, implicit neuroticism, agreeableness, and dedication to maintain customer communication. Let us have a look at how sales reps have been performing across several industries with sales rep productivity stats. 

  • At 44.9%, “decreasing new salesperson ramp-up time to fully productivity” is the most common sales enablement productivity goal.
  • If your sales tactics are overly aggressive or pushy, you can drive almost 84% of the buyers away.
  • Consumers now ask an average of 18 questions during sales calls, up from 13 questions in 2022. 
  • On average, customer participation in discovery calls is 39%, down from 51% in last year.
  • 57% of sales calls contain negative emotions, including arguments, sales objections, uncertainty, and anger.

32.7%

is the boost you will get in customer response rate with email personalization.

Source: Backlinko

  • 58% of pipeline stalls because reps are unable to add value.
  • 55% of C-Suite executives say that sales enablement solutions are the top technology investment necessary to boost sales productivity.
  • Sales reps spend an average of 440 hours each year trying to find the right content to share with their prospects and customers. 
  • By opening with a phrase, “Did I catch you at a bad time?”, your success rate drops by 40 percent – down to a meager 0.9 percent.
  • By saying “I” instead of “we,” you can lower the success rate by 35%. Also, by using “our” instead of “my,” you can establish a 55% success rate in cold calling.
  • 54% of buyers admit that it is often possible for a seller to steer them into a new mindset or assumption about a new product or service.
  • 69% of buyers accept sales calls from companies that they have not worked with before.
  • By taking advantage of social selling, companies can increase their win rates by 5% and their deal sizes by 35%
  • 34% of prospects sign up for email campaigns because they seek special offers, followed by 29% who are looking for discounts, 22% who wish to learn more about company products, and 15% who like a brand.
  • Over 70% of buyers do not want to see a sales rep in person, but they are open to remote meetings.

Consumer experience statistics

The fair play of consumer experience would reduce the sales persuasion efforts and increase the amount of emotional connection with your buyers. Simple changes to your web design, assistive procedures, and customer engagement do the unthinkable. Consumer experience is the evergreen mantra to have a successful sales enablement strategy.

Consumer experience has created a winning streak for leading brands. Some consumer experience statistics mentioned below assert the same.

  • One third of customers (32%) say that they will walk away from the brand they love only after one unpleasant encounter.
  • 92% of customers abandon a brand completely after two or three negative interactions. 
  • 74% of buyers are at least inclined to make a purchase only on their experience.
  • 54% of US consumers believe that most firms’ customer service has improved, which is a significant experience gap.
  • Every year, a total of $1.6 trillion is lost in revenue in the US as an outcome of consumers switching brands after receiving bad customer service.
  • Customer experience is critical to 73% of individuals making purchasing decisions. 
  • Despite this, only 49% of US consumers believe that businesses today offer a good consumer experience.
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89%

of customers think that an initial query is vital while determining which firm they should buy from.

Source: Zendesk

  • Personalization is appreciated by 69% of customers as long as it is based on the data that a business shares with them explicitly.
  • 93% of US customers were concerned about their personal information, followed by 74% who said it was “very important” and 19% who said it was “somewhat important”.

Sales enablement strategy statistics

Given the importance of sales enablement, it is a no-brainer that it is a strategic, and ongoing process that guides your salesforce to achieve targets. Moreover, sales enablement streamlines cross-functional teams to work together effectively to drive sales revenue. For a business to sustain itself in the future, well-formulated, documented sales strategies will be imperative. 

  • 84% of salesforce achieve their quotas when their employer incorporates best in class sales enablement strategy. 
  • 26% of reps say that their sales training is inefficient.
  • 84% of sales training is forgotten in the first three months.
  • The chief sales officer (CSO) primarily owns the sales enablement function at 35%, followed by Chief Revenue Officers (CRO) and Chief Growth Officers (CGOs) collectively who represent 25% of ownership. 
  • Lack of staff and resources is also seen as one of the biggest barriers to sales enablement maturity as cited by 52% of salesforce.
  • The best sales onboarding programs help new sales hires become productive 3.4 months sooner, on average – a time-to-productivity that’s 37% faster than firms with low-performing programs. 

65%

of sales leaders who use sales enablement tools have overshot their revenue targets.

Source: LinkedIn

  • 28% or organizations use 10 or more tools to drive sales productivity – but most still are not happy with their quota attainment and revenue results.
  • 43% of people use sales intelligence tools for sales tracking and pipeline tracking, which was a 54% increase from 2 years earlier.

Enable the salesforceship

By aligning your sales operations, you can challenge the status quo of breakeven and secure more deals. Putting sales intelligence and sales enablement tracking into picture, changes the face of your existing client marketing strategy, retains consumers, and brings newer faces on board.

Not sure how to start? Discuss the ups and downs of your B2B software cycle, fill in the missing hyphens, and get in touch with high-intent accounts with G2 for sales today!

منبع: https://learn.g2.com/sales-enablement-statistics