|Sam Del Rowe|
More than 75 percent of respondents from companies utilizing sales enablement tools reported that their sales increased over the past 12 months, according to research from Highspot and Heinz Marketing. Moreover, 40 percent of respondents noted sales growth of more than 25 percent.
“As this year’s report points out, sales enablement is helping reps hit their revenue goals faster,” Robert Wahbe, CEO of Highspot, said in a statement. “It is transforming sales productivity and allowing companies to scale best practices, from training to content management and analytics.”
The study also found that using sales enablement tools can boost sales conversion rates, with 23 percent of respondents reporting conversion rate increases of at least 20 percent. Additionally, 27 percent of respondents from large sales teams saw conversion rate increases of more than 30 percent.
“2017 is the year that sales enablement becomes table stakes for successful B2B companies. If you aren’t investing in sales enablement to make your marketing AND sales teams more successful, you’re literally leaving money on the table (and putting it directly in your competitor’s pocket),” Matt Heinz, Founder and President of Heinz Marketing, said in a statement.