Sales enablement, or the process of equipping sales teams with the tools they need to increase their productivity and performance, comes in many shapes and forms, including content, technology and training. Over recent years, companies like SalesHood have emerged to help sales teams share knowledge and increase productivity – and they work. Companies with best-in-class sales enablement strategies see 84% of reps achieving quota, and achieve an average 13.7% annual increase in deal size or contract value.
As data continues to become the driving force behind functions like marketing and support, it is also growing indispensable when it comes to sales. Data-driven sales enablement is a key ingredient in helping reps and leaders alike understand and improve performance. Visibility into the impact of particular activities, methodologies and tools on sales processes and outcomes enables sales leaders to more strategically coach their teams. On the same token, making sure that reps have direct access to sales reporting and intelligence enables them to make smarter decisions independently and in real-time.
At Base’s recent conference for science-driven sales leaders, Forecast 2016, ClearSlide Co-founder Jim Benton, SalesHood CEO and Co-founder Elay Cohen and Eventbrite CRO Matt Rosenberg took part in a panel moderated by ShareRoot COO Misha McPherson entitled Sales Enablement: From Hope to Revenue. The panel explored the evolution of sales enablement, the impact it has on organizations and how it can help both reps and sales leaders grow revenue in a way that’s measurable and scalable.
The panel agreed that data has become a major driver behind the sales process, and therefore a key component of sales enablement. With visibility into critical sales metrics, sales leaders can spend less time crunching numbers and more time having meaningful and strategic conversations with their teams. In the words of Elay Cohen, “Sales metrics create a space for ‘windshield time,’ or meaningful conversations between sales reps and management.” You can watch the session in its entirety below.
For more insights around data-driven sales enablement and how to put science at the heart of your sales organization, check out this blog.