Sales Enablement Statistics
Learn about sales enablement’s impact across the organization.
Technology
Budget
Value & ROI
B2B Buyers
Marketing
Sales Strategy
Rep Productivity
Analytics
Technology
High-performing sales teams use 3x more sales technology than under-performing teamsClick To Tweet 82% of sales managers say that sales enablement is becoming more of a focus in their organizationClick To Tweet 86% of sales and marketing management agree that digital tools help them do their job betterClick To Tweet Companies that achieve their goals are more likely to have invested in sales enablement than other companiesClick To Tweet
Budget
The average sales enablement budget doubled between 2012 and 2014 to $2.4 millionClick To Tweet The past several years have seen an almost 70% increase in sales enablement tool spendingClick To Tweet 72% of organizations plan to invest in sales technology this yearClick To Tweet 60% of US companies plan on increasing their budget for sales enablement tools in the next yearClick To Tweet
Value & ROI
Companies with the best sales enablement practices average 13.7% annual increase in deal size or contract valueClick To Tweet 75% of B2B organizations report that sales enablement made a moderate or significant contribution to their sales forcesClick To Tweet Companies with a sales enablement tool see a 13% revenue growth rate, 3x that of companies without this technologyClick To Tweet
B2B Buyers
In the average B2B company, 20 people have to sign-off on a purchaseClick To Tweet 95% of buyers chose the company that provided them with relevant content to guide them through every stage of the buying processClick To Tweet 82% of buyers viewed at least 5 pieces of content before they purchasedClick To Tweet 90% of buyers want to purchase from the company that shares the most relevant informationClick To Tweet The average sales cycle has increased 22% over the past 5 years due to more decision makers being involved in the buying processClick To Tweet 95% of buying decisions were directly influenced by sales enablement and marketing contentClick To Tweet B2B buyers are 5x more likely to engage with a sales professional who provides new insights about their business or industryClick To Tweet Almost 70% of buyers have increased the amount of content used to research and evaluate their purchasesClick To Tweet 65% of buyers indicated that the winning vendor’s content had a significant impact on their purchase decisionClick To Tweet
Marketing
20% of B2B marketers’ budgets goes to creating content that is not getting used by sales or adding value to sales conversationsClick To Tweet 2/3 of content marketers indicate their top pressure is with regards to the effectiveness of their content marketing and content creationClick To Tweet 42% of B2B marketers publish new content daily or several times each weekClick To Tweet 70% of B2B marketers are creating more content now than they did one year agoClick To Tweet The opportunity cost of unused or underused marketing content is approximately $2.5 million for an enterprise organizationClick To Tweet The #1 thing that makes content effective is relevanceClick To Tweet 88% of missed opportunities were because sales couldn’t find or leverage internal resourcesClick To Tweet Marketing teams that are able to see which content sales is using have 33% more leads accepted by salesClick To Tweet 25% of B2B marketing budget goes towards content creation, but 70% of that content doesn't get usedClick To Tweet 44% of inside sales pipeline comes from marketingClick To Tweet
Sales Strategy
94% of organizations have increased their sales targets this yearClick To Tweet 75% of B2B organizations are targeting at least 5% revenue growth this yearClick To Tweet 51% of companies meeting quota are spending more than $1000 per person in sales enablementClick To Tweet Over half of sales teams are expected to hit revenue goals that are at least 20% higher than the previous yearClick To Tweet Continuous training can yield up to 50% higher net sales per sales repClick To Tweet 58% of pipeline stalls because reps are unable to add value, emphasizing the importance of being able to access and share the right contentClick To Tweet The #1 reason for not hitting revenue goals is the inability to communicate valueClick To Tweet Almost 50% of best-in-class companies prioritize personalizing sales conversationsClick To Tweet
Rep Productivity
Sales reps average about 43 hours a month searching for information or contentClick To Tweet Up to 30% of B2B sales people's time is spent searching for and customizing contentClick To Tweet Sales productivity is the #1 challenge for almost 2/3 of B2B organizationsClick To Tweet 37% of enterprise level companies identify ‘focusing on getting new sales reps productive more quickly’ as the most important factor in hitting sales quotaClick To Tweet It takes over 7 months and almost $30,000 to fully onboard and train a sales repClick To Tweet The time it takes to get new reps up to speed means that a company may not see the full benefit of their productivity for 12-18 monthsClick To Tweet US companies spend $20 billion per year on sales training, but 87% of that content is forgotten within weeksClick To Tweet Less than 1/3 of a sales person’s time goes to core selling activitiesClick To Tweet Up to 40% of a sales rep’s time is spent looking for or creating content to share with prospectsClick To Tweet Reps who receive just 3 hours of coaching a month exceed their goals by 7%, boosting revenue by 25% and increasing the average close rate by 70%Click To Tweet
Analytics
Organizations that use sales analytics increase team quota attainment 4x faster than non-usersClick To Tweet 96% of B2B organizations think that analytics will become more important to their organizations over the next 3 yearsClick To Tweet 56% of sales executives are dissatisfied with their ability to offer valuable data-driven insightsClick To Tweet 40% of organizations indicate that scattered information and limited visibility into data impair their sales organizationClick To Tweet 2/3 of B2B organizations believe that analytics play an important role in driving business strategyClick To Tweet 16% of B2B organizations say that sales analytics enables key strategic initiativesClick To Tweet
