Sales Enablement Statistics 2022 - Everything You Need to Know


Are you looking to add Sales Enablement to your arsenal of tools? Maybe for your business or personal use only, whatever it is – it’s always a good idea to know more about the most important Sales Enablement statistics of 2022.

My team and I scanned the entire web and collected all the most useful Sales Enablement stats on this page. You don’t need to check any other resource on the web for any Sales Enablement statistics. All are here only 🙂

How much of an impact will Sales Enablement have on your day-to-day? or the day-to-day of your business? Should you invest in Sales Enablement? We will answer all your Sales Enablement related questions here.

Please read the page carefully and don’t miss any word. 🙂

Best Sales Enablement Statistics

☰ Use “CTRL+F” to quickly find statistics. There are total 363 Sales Enablement Statistics on this page 🙂

Sales Enablement Benefits Statistics

  • According to G2, here are a couple key sales enablement benefits that should help you understand why is sales enablement important. [0]
  • Put in the time to get the benefits Dave Kurlan shared that sales managers who devote at least 50% of their time to coaching have salespeople who score 13% better in Qualifying and 24% better in closing than the salespeople whose sales managers rarely coach. [0]

Sales Enablement Usage Statistics

  • Sales enablement tool usage is up 567%. [1]
  • Companies that considered themselves “leaders” in sales technology usage improved their sales goal achievement by 8% from last year, while companies that felt they were “on par” with peers saw this number rise 11%. [2]

Sales Enablement Market Statistics

  • Sales and marketing alignment can help your company become 67% better at closing deals. [3]
  • 76% of content marketers forget about sales enablement in their marketing efforts. [3]
  • Sales teams who work closely with marketing see 41% greater growth in reaching their quotas. [3]
  • 28% of media and marketing salespersons don’t have easy and direct access to their own sales collateral. [3]
  • The stats 76% of content marketers forget about sales enablement in their marketing efforts. [4]
  • Sales and marketing alignment can contribute to a 67% increase in closed deals. [4]
  • Also, from Statista, 79% drive sales from events. [0]
  • Hubspot notes that 65% of brands that use experiential marketing see aboost in sales. [0]
  • And, according to the 2018 B2B Content Marketing Report, companies spend, on average, 26% of their marketing budget on content (with the most successful spending more than 40%). [0]
  • Hubspot reported 208% higher marketing revenue for well aligned sales and marketing teams. [0]
  • Aberdeen notes 41% better growth towards quota goals when issues with marketing misalignment are corrected. [0]
  • In fact, according to a study of over 100 B2B organizations, 75% of firms have a refocused sales strategy, 70% have entered a new market, and 82% introduced a new product or service over the past twelve months. [5]
  • In fact, only 8% of marketing and sales teams of B2B companies say they experience strong alignment. [5]
  • 38% higher overall sales wins are reported by marketingand sales. [5]
  • as their greatest challenge.65% of B2B organizationscount sales productivity Software that allows easy access to a sales enablement strategy and tools seamlessly connects operations, marketing, and sales. [5]
  • Aberdeen found that 74% of high performing organizations have strong sales and marketing alignment. [6]
  • 89% of marketers say that email is their primary channel for lead generation. [1]
  • Organizations that have aligned sales and marketing teams have a 67% higher probability that marketing generated leads will close. [7]
  • But, over 30% of marketers feel that they are not aligned with their sales team. [7]
  • Get Started 76% of customers expect companies to understand their needs and expectations Businesses with sales and marketing teams aligned achieve 208% higher marketing revenue than those with misaligned teams. [7]
  • Sales and marketing alignment can help your company become 67% better at closing deals. [7]
  • This is on top of firms that refocused their sales strategy (75%), pursued new markets or verticals (70%), made “significant” changes to their value proposition (61%) and implemented a new sales methodology (54%). [2]
  • –Sirius Decisions, 2015 Failure to align sales and marketing teams around the right processes and technologies costs B2B companies 10% or more of revenue per year. [8]
  • –Aberdeen, 2013 MORE GROWTH Aligning sales and marketing is proven to deliver 19% more growth. [8]
  • –Aberdeen, 2013 MORE REVENUE Businesses whose sales and marketing teams are aligned achieve 208% higher marketing revenue when compared to misaligned teams. [8]
  • You can make prospecting calls more successful by focusing on the value you can deliver them (96%), collaborating with them (93%), providing market insights to give them perspective (92%), and helping them understand their needs (92%). [9]
  • 47% of companies have generally aligned sales and marketing teams. [9]
  • Sales market research data reveals that 79% of consumers prefer interacting with salespeople who are trusted advisors that can add value to their business–not just sales representatives who are selling them products and services. [9]
  • It is followed by direct sourcing (16%), and marketing (7%). [9]
  • The global CRM software market is predicted to reach $35 billion by 2023 at a CAGR of 6%. [9]
  • Cloud based CRM solutions now dominate 75% of the market. [9]
  • Mobile CRM market is projected to grow by 13% annually from 2019 to 2029. [9]
  • Sales teams that closely collaborate with their marketing counterparts are 67% better at closing deals. [9]
  • By 2022, 59% of business leaders believe that AI will widely used in sales and marketing. [9]

Sales Enablement Software Statistics

  • The global CRM software market is predicted to reach $35 billion by 2023 at a CAGR of 6%. [9]
  • When it comes to purchasing business software, companies rely on word of mouth (55%), customer references (46%), media articles (38%), vendor authored materials (38%), analyst reports (34%), crowdsourced review sites (27%), and sales personnel (22%). [9]

Sales Enablement Adoption Statistics

  • Sales enablement has recently surged in popularity, experiencing a 343% increase in adoption over the last 5 years. [3]
  • The stats Sales enablement adoption has increased by 343% over the last 5 years or so. [4]
  • Amongst businesses that use battlecards, 65% say they’re happy with current levels of adoption. [10]
  • Amongst businesses with strong battlecard adoption, 81% say they’ve seen direct revenue impact as a result of their investment in competitive intelligence. [10]
  • For comparison, only 39% of businesses with weak adoption say they’ve seen direct revenue impact from CI. [10]
  • Businesses with strong adoption, in other words, are 108% more likely to report revenue impact. [10]
  • In the past 5 years, the sales enablement function has experienced a 343% increase in adoption. [11]
  • The adoption of CRM technology in the sales industry has grown by 113%. [9]

Sales Enablement Latest Statistics

  • Spotio Searches for “Sales Enablement” on Google increase by 51.2% year over year. [3]
  • ’s presence correlates with a 31% improvement in supporting changes in sales messaging and a 15% improvement in improving low. [3]
  • Organizations with sales enablement achieve a 49% win rate on forecasted deals, compared to 42.5% for those without. [3]
  • 77.1% of companies with a sales force exceeding 500 people have dedicated sales enablement in place, compared to 39.3% of companies with 25 or fewer. [3]
  • Organizations see a significant impact on sales as a result of sales enablement; 76% of organizations see an increase in sales between 6% to 20%. [3]
  • 26% of reps say their sales training is ineffective. [3]
  • Only 35% of sales teams track the effectiveness of their content. [3]
  • 84% of sales executives cited content search and utilization as the top productivity improvement area. [3]
  • 84% of sales training is forgotten in the first three months. [3]
  • Effective sales coaching can improve win rates by as much as 29%. [3]
  • If your sales reps don’t feel they are learning and growing in your organization, you’re at risk to lose upwards of 60% of your entire workforce within four years. [3]
  • 64% of those who transitioned to remote sales either met or exceeded their revenue targets, compared to 50% of those who didn’t make the transition. [3]
  • At 44.9%, “decreasing new salesperson ramp up time to fully productivity” is the most common sales enablement productivity goal. [3]
  • 58% of pipeline stalls because reps are unable to add value. [3]
  • 55% of C Suite executives say that sales enablement solutions are the top technology investment necessary to boost sales productivity. [3]
  • Companies with a sales enablement team are 52% more likely to have a sales process that’s tightly aligned with the buyer’s journey. [3]
  • 74% of buyers choose the company that was the first to add value. [3]
  • Salesforce 90% of B2B sellers don’t use sales material because it is irrelevant, outdated, and difficult to customize. [3]
  • 84% of sales reps achieve their quotas when their employer incorporates a bestin class sales enablement strategy. [3]
  • Companies that execute the best practices for sales enablement that are ranked as bestin class as a strategy experience an almost 14% increase in their annual contract values and overall deal size. [3]
  • The best sales onboarding programs help new sales hires become productive 3.4 months sooner, on average – a timetoproductivity that’s 37% faster than firms with low. [3]
  • Experts project that number will grow to $3.1 billion by 2026 – a 17.4% compound annual growth rate. [12]
  • With 52% of customers expect offers to always be personalized – up from 49% in 2019. [12]
  • today’s B2B buyers spend only 17% of the buyer journey meeting with potential suppliers. [12]
  • And moving forward, 80% of those sales interactions between suppliers and buyers will occur in digital channels. [12]
  • That’s likely why 84% of business buyers 87% of high. [12]
  • Google searches for “sales enablement” continue to increase by over 51% year over year. [4]
  • Over 77% of companies with a sales team exceeding 500 people have a dedicated sales enablement process in place. [4]
  • 65% of employees believe that the quality of their training strongly correlates with their engagement. [4]
  • 42% of sales reps don’t feel like they have adequate information before reaching out to a prospect. [4]
  • 84% of sales training is forgotten within the first 3 months of employment. [4]
  • Effective coaching of reps can improve the sales team’s win rate by almost 30%. [4]
  • The top 20% of reps account for 53.6% of total company revenue. [4]
  • 65% of sales reps can’t locate meaningful content to share with their prospects. [4]
  • According to research from the Miller Heiman Group, only 32% of buyers feel like sellers exceed their expectations. [4]
  • A study by Salesforce found that 80% of customers feel that the experience a company provides is just as important as its products and services. [4]
  • Moreover, over two thirds of customers (67%). [4]
  • 67% of North American consumers say that their standard for what constitutes a “good experience” is higher than ever before. [4]
  • In a 2018 report from CSO Insights, the percentage of salespeople achieving their quota in organizations that invested in sales enablement increased by 10.6% , with an overall improvement of 22.7%. [4]
  • Businesses with a dedicated sales enablement function achieve a 49% win rate on forecasted deals — almost 7% higher than their competitors without a sales enablement process (42.5%). [4]
  • As a result of sales enablement, 76% of business organizations have seen an increase in sales between 6% and 20%. [4]
  • Sales enablement correlates with a 31% improvement in positive adjustments to sales messaging and a 15% improvement in performance among low. [4]
  • According to research 55% of customers will pay more for good customer experience. [0]
  • 72% of these people will tell at least 6 friends if they have good customer experiences. [0]
  • 13% will tell at least 15 people when they have a negative experience. [0]
  • According toStatista, only 7% of consumers prefer TV ads to live events. [0]
  • 78% of millennials, according toHarris Group, want to spend money on experiences and events vs. other types of purchases. [0]
  • Big Eye Agencynoted that 85% of consumers are more likely to buy from a business after participating in an event or experience, and 70% become repeat customers. [0]
  • Marketing Weeknotes that 48% of buyers are more likely to purchase if they can try a product first. [0]
  • Per Salesforce, 92% of consumers expect personalized experiences — you are falling behind if you don’t deliver. [0]
  • According to Bizzabo, virtual events are working, at least somewhat, with 58% of attendees attending the entire event. [0]
  • 16Ventures uses 5 7% as an acceptable annual churn rate. [0]
  • According to research from McKinsey, companies that focus on existing customers as much as acquiring new ones, see a median net retention rate of 20%. [0]
  • In other words, they grow 20% per year without acquiring any new customers. [0]
  • Sales enablement’s presence correlates with a 31% improvement in supporting changes in sales messaging and a 15% improvement in improving low. [0]
  • Organizations with sales enablement achieve a 49% win rate on forecasted deals, compared to 42.5% for those without. [0]
  • Pick your favorite study and you will see that reps only spend about 33% of their time selling. [0]
  • Note that, in an interview with Enablement at Microsoft we found teams spending less than 30% of their time in sales meetings. [0]
  • This time, based upon the ROI analysis of our team at The Best Tools, gave us the following typical time spent breakdown for your sales reps 5% of time searching for content. [0]
  • 37% of the time performing administrative tasks. [0]
  • 33% of time spent on selling. [0]
  • Training for High Performance at Accenture calculated the company reaped a 353% return on its learning investment. [0]
  • In one Chorus study, nearly 35% of sales leaders indicated that new team members receive little to no sales training. [0]
  • 64% of sales leaders are reskilling existing employees to meet changing business needs. [0]
  • 62% of companies are using sales training and coaching tools, up from 55% in 2018. [0]
  • People lose 80 to 90% of what they learn after one month. [0]
  • Harvard Business Review noted, several years ago, that “The real payoff from good coaching lies among the middle 60% — your core performers. [0]
  • For this group, the best quality coaching can improve performance up to 19%.”. [0]
  • According to Upland Software, 65% of content developed for sales is never used; they can’t find it. [0]
  • Hubspot notes that 95% of buyers purchase from the seller, giving them content at every stage of their buying process. [0]
  • According to research from PROLIFIQ, 47% of sales enablement teams don’t measure the ROI of their efforts. [0]
  • The 55/38/7 communication rule states “55% of communication is body language,. [0]
  • 38% is the tone of voice, and 7% is the actual words spoken.”. [0]
  • 1 in every 3 sellers will exit your business every year Studies vary, but the seller turnover rate is in the range of 25. [0]
  • This article from Harvard Business Review shows 27% in one study, and I’ve seen studies showing 33% and higher. [0]
  • HubSpot 40% of surveyed companies said they would miss revenue goals for 2020 . [13]
  • When it comes to improving low performers, only 30% of sales managers surveyed rate their sales training as “effective” . [13]
  • The average CRM user spends 5.5 hours per week almost 14% of a work week on data entry . [13]
  • Leaders who made the transition to remote sales in 2020 were 28% more likely to meet or exceed revenue targets than those who didn’t make the transition. [13]
  • When it comes to making decisions about which actions to take on a customer account, 63% of high performing sales teams automate the process; only 27% of underperforming teams do . [13]
  • Next to buyer insights (74%), sellers surveyed said content development (71%) and custom messaging (69%) are the most important sales enablement functions to prioritize in 2021 . [13]
  • The three most common types of sales enablement materials created for sales teams are email templates (53% of teams), call scripts (39%). [13]
  • The 2019 State of Sales Enablement Report 2019 found that organizations who employ an effective sales enablement strategy Achieve a win rate of 49% on average,which is 12% higher than those without an enablement strategy. [5]
  • Hit their quotas 35% more oftenthan those without a formal sales enablement strategy. [5]
  • Experience 15% less turnoverthan those that approach sales enablement as one. [5]
  • But while 61% of organizations employ some type of sales enablement program, only 34.4% feel it meets their expectations. [5]
  • That number has only improved by a small margin, about 3%, over the past few years. [5]
  • 52% of sales organizations who have a specific sales enablement function claim overall sales training effectiveness 29% higher than those who don’t. [5]
  • Here’s what the data show 36% higher customer retentionratesand. [5]
  • Over75% of companiesthat use a sales enablement toolsaw a sales increase over twelve months. [5]
  • 40% of those organizations reported growth over 25%. [5]
  • 74% of high performing organizations 59% of companieswith established sales enablementfunctions surpassed revenue targets, and 72% of those exceeded them by 25% or more. [5]
  • 47% of salespeople 57% of businessessay high quality contentis their top driver of sales. [5]
  • 60% of quality sales contentgoes unused, without a good process for distribution. [5]
  • Just 20% of sales reps use contentduring a sales conversation, yet, a buyer usually requires touching more thanfive pieces of contentbefore making a purchase. [5]
  • Employee turnover is expensiveThe average economic cost of turning over a highly skilled job is overtwo times the salaryof that role.20% of staff turnovertakes place in the first 45 days of employment. [5]
  • 84% of sales repscan achieve quotaswhen their employer engages the best sales enablement strategies available. [5]
  • 59% of companiessurpassed yearly revenuetargets as a result of a well defined sales enablement strategy. [5]
  • The use of AI is forecasted to grow 139% by 2022as top sales teams useAI to create effective customer experiences. [5]
  • 86% of sales managers believe the use ofThe opportunity to usedigital tools improves job. [5]
  • 84% of businesses say their industry has gotten more competitive in recent years. [10]
  • 53% of businesses say the majority of their sales deals are competitive. [10]
  • In 2019 and in 2020, 49% of businesses said the majority of their sales deals were competitive. [10]
  • This figure has now increased by 8% to its current level of 53%. [10]
  • Nowhere is this jump more pronounced than amongst small enterprises — 57% of these businesses say the majority of their deals are competitive. [10]
  • 88% of businesses conduct win/loss analysis. [10]
  • Thankfully, the vast majority of businesses have internalized this logic, as 88% say they conduct win/loss analysis. [10]
  • 96% of competitive intelligence pros say sales is an important stakeholder audience. [10]
  • In fact, 54% of CI pros say sales is a very important stakeholder audience. [10]
  • 45% of competitive intelligence pros create sales slide decks. [10]
  • 35% of competitive intelligence pros create battlecards. [10]
  • Amongst businesses that use battlecards, 47% say they maintain more than 50. [10]
  • Amongst businesses that use battlecards, 71% say they’ve improved their win rates as a result. [10]
  • 33% of businesses say the improvement exceeds 50%, 66% say it exceeds 30%, and 93% say it exceeds 20%. [10]
  • Sales teams not using Sales Enablement platforms lost $1M or more in revenue, and 28% reported a loss of 100 or more sales deals, in 2017. [14]
  • Sales reps only spend 37% of their time selling. [14]
  • 45% of sales reps cite administrative tasks as the #1 reason they are can spend such little time selling. [14]
  • 67% of B2B content created will never be used. [14]
  • 58% of deals in the sales pipeline will stall. [14]
  • 95% of buyers chose a solution provider that “provided them with ample content to help navigate through each stage of the buying process”. [14]
  • 68% percent of firms with 1,000 4,999 employees, and 49% of firms with 10,000. [14]
  • Only 34% of companies who have implemented Sales Enablement indicate that the majority, or all, of their Sales Enablement goals are being met. [14]
  • 58% of Sales Enablement platform users consider the Sales Enablement platform to be very or extremely important to sales success . [14]
  • 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%. [6]
  • And to elaborate further on this, keep in mind that of those who implemented tools like HubSpot for sales enablement, 23% reported conversion rate increases of at least 20%. [6]
  • Searches for “Sales Enablement” on Google increase by 51.2% year over year. [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. [6]
  • 58% of pipeline stalls because reps are unable to add value. [6]
  • 59% of companies that surpassed revenue targets and 72% that exceeded them by 25% or more – have defined sales enablement functions, compared to only 30% of underperforming organizations. [6]
  • Nearly 50 percent of sales reps only make one follow up call before giving up. [15]
  • Salespeople who continuously train bring in 50 percent more sales than those who don’t. [15]
  • A whopping 91 percent of customers say they would be willing to give referrals for companies and products they are happy with, but only 11 percent of salespeople ask for them!. [15]
  • “The New Industrial Future Proofing European Manufacturing Sales in the 21st Century” by Miller Heiman Group found that just 32% of buyers feeling like sellers exceed their expectations. [16]
  • In the “State of the Connected Customer 2018,” Salesforce reported that 80% of customers say the experience a company provides is as important as its products and services. [16]
  • It also found that 67% of customers are willing to pay more for a great experience. [16]
  • In the same Salesforce report , 67% of customers in North America say their standard for good experiences are higher than ever. [16]
  • According to 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%. [16]
  • same report also stated that buyers were more than twice as likely (61.8%). [16]
  • “The New Sales Imperative” from CEB via HBR revealed that 86% of sales professionals agree helping the customer consider all possible options and alternatives is important. [16]
  • Spotio found that 65% of employees believe the quality of training and learning opportunities positively influences their engagement. [16]
  • According to the 2018 Sales Talent Study , the top 20% of reps account for 53.6% of total company revenue. [16]
  • That study went on to show that 22.6% of organizations claimed hiring as an organizational strength, and that organizations with strong onboarding programs helped new hires reach full productivity 17.9% faster than those with weaker practices. [16]
  • Like just 17% of salespeople think they’re pushy compared to 50% of prospects. [1]
  • And along similar lines, only 3% of buyers trust reps. [1]
  • More than 40% of salespeople say this is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%). [1]
  • HubSpot Research found 72% of companies with less than 50 new opps per month didn’t achieve their revenue goals, compared to 15% with 51 to 100 new opps and just 4% for companies with 101 to 200 new opps. [1]
  • 19% of buyers want to connect with a salesperson during the awareness stage of their buying process, when they’re first learning about the product. [1]
  • 60% want to connect with sales during the consideration stage, after they’ve researched the options and come up with a short list. [1]
  • 20% want to talk during the decision stage, once they’re decided which product to buy. [1]
  • Only 24% of sales emails are opened. [1]
  • At least 50% of your prospects are not a good fit for what you sell. [1]
  • 10.77.3% of respondents said their company provides at least one quarter of their leads. [1]
  • 60% of customers say no four times before saying yes whereas 48% of salespeople never even make a single follow up attempt. [1]
  • 80% of sales require 5 followup calls whereas 44% of salespeople give up after one follow. [1]
  • 35 50% of sales go to the vendor that responds first. [1]
  • 75% of online buyers want to receive between 2 4 phone calls before a company gives up; 12% would like a company to try as many times as it takes to get a hold of them. [1]
  • 70% of salespeople stop at one email. [1]
  • Yet if you send more emails, you’ve got a 25% chance to hear back. [1]
  • 42% of people would be encouraged to make a purchase if the sales rep called back at an agreed. [1]
  • 57% of people said they would be encouraged to make a purchase from a salesperson who doesn’t try to apply pressure or hassle them when following up 18. [1]
  • 41.2% of salespeople said their phone is the most effective sales tool at their disposal. [1]
  • Gong.io analyzed over 100,000 connected outreach calls and found successful salespeople talk for 54% of the call, while unsuccessful salespeople spent only 42% of their time speaking 23. [1]
  • The use of collaborative words had a positive impact on the calls and using “we” instead of “I” increased success rates by 35%. [1]
  • Using “Did I catch you at a bad time” makes you 40% less likely to book a meeting, while asking “How are you?” increases your likelihood of booking a meeting by 3.4X. 25. [1]
  • 63% of Sales Leaders believe that virtual meetings are just as or more effective than in. [1]
  • 65% of salespeople who use social selling fill their pipeline, compared to 47% of reps who do not. [1]
  • Using social selling tools can increase win rates and deal size by 5% and 35%, respectively. [1]
  • 44% looked to their manager, 35% to team training resources, and 24% to media. [1]
  • Only 7% of top performers report pitching, while 19% of non top performers pitch their offering. [1]
  • They spend 21% of their day writing emails, 17% entering data, another 17% prospecting and researching leads, 12% going to internal meetings, and 12% scheduling calls. [1]
  • Provide relevant information (61%) Respond in a timely manner (51%). [1]
  • The biggest challenges today’s salespeople face Establishing urgency (42%) Getting in touch with prospects (37%). [1]
  • A survey by sales strategist, Marc Wayshak, found that 41.2% of respondents said the phone is the most effective sales tool. [1]
  • Only 24.3% of salespeople exceeded their quota last year. [1]
  • About 47% of top performers ask for referrals consistently, versus only 26% of non. [1]
  • 40.92% of consumers trust referrals from people they know. [1]
  • When referred by other customers, people have a 37% higher retention rate. [1]
  • B2B companies with referrals experience a70% higher conversion rate. [1]
  • Referred customers’ lifetime value is 16% higher than that of non. [1]
  • Referral leads have a30% higher conversion rate than leads from any other channel. [1]
  • Referrals account for 65% of companies’ new deals. [1]
  • Only 39% of salespeople intended to go into sales. [1]
  • According to CSO Insights, just 33% of inside sales rep time is spent actively selling. [1]
  • When both the message and subject line are personalized, emails have an average open rate of 5.9%and a click rate of .2%. [1]
  • The number of types of tools used consistently among the majority of respondents went up by 300%. [1]
  • 94% of surveyed employers report that company productivity has been the same (67%) or higher (27%). [1]
  • PayScale analyzed thousands of salaries and determined that remote workers make 8.3% more than non remote workers with the same job and qualifications, and 7.5% more in general—not accounting for years of experience, job title, or location. [1]
  • According to Upwork, 41.8% of the American workforce continues to work remotely. [1]
  • Although an estimated 26.7% will still be working from home through 2021, 36.2 million Americans (22% of the workforce). [1]
  • 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%. [7]
  • In the same report, only 34.1% of organizations effectively tailor their content to their target industries. [7]
  • Sales reps only spend 37% of their time on revenue. [7]
  • Forrester , 90% of B2B sellers don’t use sales material because it is irrelevant, outdated, and difficult to customize. [7]
  • 65% of reps report that they’re unable to locate meaningful content to send to their prospects, which makes this the most common complaint that sales teams have in the United States. [7]
  • 55% of C Suite executives say that sales enablement solutions are the top technology investment necessary to boost sales productivity. [7]
  • Companies that execute the best practices for sales enablement that are ranked as bestin class as a strategy experience an almost 14% increase in their annual contract values and overall deal size. [7]
  • 84% of sales reps achieve their quotas when their employer incorporates a bestin class sales enablement strategy. [7]
  • And 90% of B2B sellers don’t use the given sales materials because it is irrelevant, outdated, and difficult to customize to prospects. [7]
  • SoloFire Platform Annual Licenses 20% SoloFire Platform Annual Licenses. [7]
  • SoloFire Platform Annual Licenses 30% SoloFire Platform Annual Licenses. [7]
  • SoloFire Platform Annual Licenses 35% SoloFire Platform Annual Licenses. [7]
  • The Stat Firms that were “laggards” in adopting sales technology saw their sales goal achievement drop 12% from last year. [2]
  • The Stat 43% of companies made a moderateto high investment in sales learning and development technology. [2]
  • The Stat On average, firms that use technology effectively were 57% more effective at sales training and development than ineffective technology users. [2]
  • The Stat Companies with a dedicated sales enablement function improved their sales training effectiveness by 29%. [2]
  • In addition, 60% of sales forces are understaffed, and turnover is too high in nearly half of them (48%). [2]
  • However, most companies (62%). [2]
  • 77% of sales leaders say their digital transformation has accelerated since 2019.LinkedIn, 2020 97% of salespeople say sales technology is “important” or “very important.”LinkedIn. [11]
  • , 2020 79% of successful salespeople were happy with the tools and tech available to them for their sales work, as opposed to 61% of non. [11]
  • A majority of high performing sales organizations (57%). [11]
  • Salesforce, 2020 Sales leaders with high performing sales teams are 6.7 times more likely to say they’re completely capable of adapting to new technology. [11]
  • Sales Enablement Pros, 2020 85% of sales professionals agree that sales ops is becoming increasingly strategic. [11]
  • Salesforce, 2020 65% of sales leaders who outperformed revenue targets have a dedicated sales enablement person or team. [11]
  • HubSpot, 2020 Sales enablement teams that effectively utilize tools for sales content or sales asset management experience win rate improvements of 4 percentage points. [11]
  • 63% of reps log more details about customer interactions than they did in 2019.Salesforce, 2020. [11]
  • When seeking customer insights, 64% of reps say “knowing how to access the information” is a challenge. [11]
  • Salesforce, 2020 About half (45%). [11]
  • Salesforce, 2020 40% of sales teams are automating content delivery. [11]
  • HubSpot, 2020 20% of reps identified ineffective sales content as a top 3 sales challenge. [11]
  • –Aberdeen, 2015 30 60% of CRM projects fail. [8]
  • BIGGER SALES Companies with bestin class sales enablement strategies experience 13.7% annual increase in deal size or contract value. [8]
  • –Sirius Decisions, 2015 MORE LEADS Marketing teams with high visibility into content utilization see 33% more leads accepted by Sales. [8]
  • –Aberdeen, 2015 MORE QUOTAS NAILED 84% of reps achieve quota at companies with bestin class sales enablement strategies. [8]
  • A majority (64.5%). [17]
  • Companies with a sales enablement team are 52% more likely to have a sales process that’s tightly aligned with the buyer’s journey. [17]
  • Conversely, those without a sales enablement team are 67% more likely to have a sales process that’s only lightly aligned. [17]
  • More than 75% of respondents from companies using sales enablement tools reported that their company’s sales had increased over the past 12 months. [17]
  • Of these same respondents, nearly 35% reported sales increases greater than 25%. [17]
  • Sales conversion rates across industries only have an average of 2.46%–3.26%. [9]
  • Digital selling has now become a trend with 77% of sales professionals conducting more video meetings. [9]
  • The rest of their day is allocated to writing emails (21%), entering data (17%), researching leads (17%), team meetings (12%), scheduling calls (12%), training (11%), and reading up on industry reports (11%). [9]
  • 70% of US based sales managers agreed that managers’ capability to adapt to change is more important now compared to five years ago. [9]
  • The top 3 sales enablement priorities are optimizing value messaging (55.5%), optimizing sales processes (35.5%), and optimizing sales coaching (32.9%). [9]
  • Among the top selling challenges for 2020 include “building a case for change” (22%), customers comparing their options (21%), and securing appointments (14%). [9]
  • 71% of consumers expect to hear from sales reps early in the buying process. [9]
  • Majority of sales agents (66.7%). [9]
  • 40% of sales agents say that getting a response from prospects is much harder now than 3 years ago. [9]
  • The biggest issues with prospecting are setting up appointments (14%), consistent cadence of contact across channels (13%), reaching the right stakeholder (12%), creating targeted strategies (12%), and lead qualification (10%). [9]
  • You can increase the chances of sales success by 74% if you ask a minimum of 11 questions during the initial call. [9]
  • Trustworthiness (47%) and responsiveness (44%). [9]
  • 56% of respondents claim that they are using data to select targets or prospects. [9]
  • 49% of sales professionals use data to select the best industries to target. [9]
  • 77% of sales professionals conduct virtual meetings; 57% use their phone more; while 51% use emails to respond to customers. [9]
  • Over 50% of successful sales teams have a 12 month view of their plans while 10% map out the next three years. [9]
  • 46% of buyers agree that “active listening” is the number one skill they expect from sales professionals; meanwhile, managers rank “active listening” as the seventh skill they look for in an applicant. [9]
  • 84% of consumers cite good customer service as one of the key factors when buying from a brand. [9]
  • Companies with an effective VoC program can experience a 55% increase in customer retention. [9]
  • 64% of shoppers are generally ok with vendors saving their purchase history and personal preferences for personalization purposes. [9]
  • 62% of shoppers are more scared of their information being compromised now than they were two years ago. [9]
  • 56% of consumers prefer to buy from companies that consistently release new products and services based on their needs and new technology. [9]
  • 41.2% of sales reps say that their phone is the most effective tool for performing their jobs. [9]
  • Only 28% of sales agents find cold calling effective. [9]
  • Sales representatives spend 15% of the time leaving voicemails rather than talking with prospects. [9]
  • Sales representatives who call six times can increase their contact rate by 70%. [9]
  • More than half of consumers (58%). [9]
  • Meanwhile, others want to know how the product works (54%), understand what the company is trying to achieve (47%), how similar organizations use the product (44%), and why they should purchase (37%). [9]
  • Only 23.9% of the emails sent for sales purposes are opened by consumers. [9]
  • A majority of sales professionals (95%). [9]
  • Personalizing emails can increase open rates by 26%. [9]
  • 78% of sellers who use social media outsell other sellers who do not. [9]
  • Leaders of social selling have 51% more chance to hit their quota. [9]
  • 31% of B2B sales professionals believe that they are able to nurture deeper relationships with clients through social selling. [9]
  • 84% of C level executives turn to social media to make their purchases. [9]
  • Businesses have a 40% chance to hit their goals if they have consistent social selling processes. [9]
  • Referrals are the top source of quality leads (33%). [9]
  • Almost half of top sales reps (47%). [9]
  • 84% of B2B sales transactions begin with a referral. [9]
  • 83% of consumers would refer products and services after a satisfactory sales experience. [9]
  • However, only 29% do so because the salespeople don’t ask them to. [9]
  • A properly implemented CRM system can give you an ROI of 245%. [9]
  • 65% of sales professionals use CRM tools. [9]
  • 44% of small businesses and 33% of mediumsized businesses use cloud. [9]
  • 50% of sales teams that utilize CRM have improved their productivity. [9]
  • A 5% increase in customer retention can improve profits by up to 90%. [9]
  • For 80% of sales conversions, sales agents follow up on prospects 5 times before closing the deal. [9]
  • Companies that close 30% of sales qualified leads are considered profitable. [9]
  • The most challenging aspects of closing a deal include competing with lowcost providers (31%), positioning value propositions (17%). [9]
  • Using the phrase “let me show you how” repeatedly during a call can decrease close rates by 13%. [9]
  • If you use it 4+ times in one sales call, you’ll hurt close rates 14%. [9]
  • Using the term “free trial” can lower close rates by 5%. [9]
  • 88% of buyers agreed that the sales representatives they purchased products or services from are trustworthy. [9]
  • Consumers say sales representatives can improve their experience by listening to their needs (69%), not being pushy (61%), and by providing relevant information about their products (61%). [9]
  • Meanwhile, there are those that say they should respond in a more timely manner (51%), provide options beyond their initial offers (49%), show genuine care for the success of their business (45%), and detail how their products can help them succeed (37%). [9]
  • Salespeople who are successful at closing deals are 10x more likely to leverage collaborative words during conversations. [9]
  • 58% of sales teams said that they will increase the size of their workforce in the next year. [9]
  • The estimated ROI of investing in employee training ranges from 4% to 353%. [9]
  • Teams that invest in technology for sales training and development are 57% more effective than teams that don’t. [9]
  • Only 24% of agents have a degree in business. [9]
  • 51% of sales professionals state that their companies use data to assess their sales performance. [9]
  • 61% of companies have a dedicated sales enablement function. [9]
  • Companies that have dedicated sales enablement have a 52.1% win rate, whereas those without only have 45.5%. [9]
  • 59% of organizations that exceeded their revenue targets say they have a defined sales enablement system. [9]
  • The primary sales enablement efforts of companies are training services (68.1%), sales tools (58.5%), content services (52%), coaching (50.9%), and sales process improvements (49.6%). [9]
  • There are also those that onboard new hires (46.3%), invest in enablement tech (37.3%), focus on proposal development (22.9%), and put emphasis on competitive analysis (17.7%). [9]
  • 61% of organizations have embraced sales enablement in 2019. [9]
  • Sales enablement has helped organizations win forecasted deals with a 49% win rate. [9]
  • Only 17.6% of sales personnel enjoy their job. [9]
  • 26% of sales agents believe that their training is insufficient or ineffective. [9]
  • Only 19% of sales managers value experience when hiring a sales representative; meanwhile, 25% of buyers value experience more. [9]
  • Companies that use lead scoring algorithms have experienced up to a 20% improvement in conversion rates. [9]
  • 47% of sales professionals claim that they use technology in sales at least once a day. [9]
  • More than 52% of respondents said they planned to use more sales technology in 2020. [9]
  • 74% of sales professionals who use an intelligence tool state that it plays a critical role in closing deals. [9]
  • Currently, only 37% of companies have enabled their sales teams to focus more on selling by reducing their administrative tasks with the help of technology. [9]
  • 27% of sales professionals waste more than an hour per day on data entry. [9]
  • 65% of sales managers say that the biggest challenge for them is the lack of time and resources to perform their job. [9]
  • Companies that don’t utilize sales technologies have experienced a 12% decrease in their sales goal achievement rate. [9]
  • 72% of shoppers prefer doing business with innovative companies. [9]
  • 44% of sales professionals expect the buyers to be less responsive to sales outreach during the pandemic. [9]
  • 55% of sales professionals expect their sales pipeline to decrease. [9]
  • 60% of sales professionals expect that they will struggle in hitting their quotas due to the decrease in closing deals. [9]
  • 40% of sales professionals opt for warm outreach compared to 39% who lean more toward cold outreach in the midst of the pandemic. [9]
  • Due to the pandemic, 81% of B2B buyers were worried about a recession in 2020, which was alleviated by 92% of salespeople stating that they would help B2B buyers navigate through the crisis. [9]
  • Mobile CRM Market is Expected to Grow at an Approximate CAGR of 13% Over 2019 to 2029 –. [9]
  • These Are The Worst 13 Words To Use During Sales Calls, According To New Data. [9]

I know you want to use Sales Enablement Software, thus we made this list of best Sales Enablement Software. We also wrote about how to learn Sales Enablement Software and how to install Sales Enablement Software. Recently we wrote how to uninstall Sales Enablement Software for newbie users. Don’t forgot to check latest Sales Enablement statistics of 2022.

Reference


  1. trustenablement – https://www.trustenablement.com/the-business-statistics-you-need-right-now/.
  2. hubspot – https://blog.hubspot.com/sales/sales-statistics.
  3. brainshark – https://www.brainshark.com/ideas-blog/2018/september/sales-enablement-statistics.
  4. g2 – https://learn.g2.com/sales-enablement-statistics.
  5. business2community – https://www.business2community.com/sales-management/sales-enablement-key-insights-from-statistics-that-you-should-know-02419485.
  6. mindtickle – https://www.mindtickle.com/blog/sales-enablement-statistics-to-inform-your-strategy/.
  7. manobyte – https://www.manobyte.com/growth-strategy/6-staggering-sales-enablement-stats.
  8. solofire – https://solofire.com/blog/16-sales-enablement-statistics/.
  9. accent-technologies – https://accent-technologies.com/2016/02/03/10-surprising-statistics-on-sales-enablement-roi/.
  10. financesonline – https://financesonline.com/sales-statistics/.
  11. crayon – https://www.crayon.co/blog/sales-enablement-statistics.
  12. ombud – https://www.ombud.com/blog/15-stats-business-justification-sales-content-effectiveness-data.
  13. mediafly – https://www.mediafly.com/blog/16-sales-enablement-statistics-that-will-make-you-want-to-try-it/.
  14. leveljump – https://www.leveljump.io/blog/30-sales-enablement-stats-for-2021.
  15. bigtincan – https://www.bigtincan.com/resources/9-surprising-stats-about-sales-enablement.
  16. square2marketing – https://www.square2marketing.com/blog/20-sales-enablement-statistics-you-cant-ignore.
  17. showpad – https://www.showpad.com/blog/12-stats-about-sales-enablement-that-might-surprise-you/.
  18. highspot – https://www.highspot.com/resource/state-of-sales-enablement-2017/.

In Conclusion

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We tried our best to provide all the Sales Enablement statistics on this page. Please comment below and share your opinion if we missed any Sales Enablement statistics.

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