Showpad and CSO Insights Announce Sales Enablement Industry Benchmarks
SAN FRANCISCO, July 28, 2016
Showpad, the world’s most powerful content activation platform, announced today the findings of the CSO Insights 2016 Sales Enablement Optimization Study.
The annual study set out to understand how best to equip the needs of sales teams, while establishing identifiers to ensure sales enablement has the best possible impact on revenue and buyers’ journeys. Key data points from the study include:
– Only 56% of sales reps achieved or exceeded quotas last year.
– Almost 95% of companies with sales enablement initiatives in place failed to meet or exceed expectations in the past two years.
– Of the companies surveyed, there was an average win rate for forecasted deals of 46.2%, but with dynamic customer journey alignment, the win rate improved significantly – up to 53%.
“Given the decreasing quota attainment results, effective sales enablement is needed more than ever,” said Tamara Schenk, CSO Insights Research Director. “But ‘trying harder’ in a one-off project manner does not create the expected results. Successful sales force enablement is about enabling smarter. And that means to have a clear vision and a formal enablement strategy; it means to align the marketing and sales processes to the customer’s journey, and it means to enable the sales managers and their coaching capabilities as well. Those organizations can drive their sales performance way above average.”
“The data in the report show sales organizations need help,” said Pieterjan Bouten Showpad co-CEO and co-Founder. “Most companies with a sales enablement function were understaffed, sometimes operated by just one person. We think these findings will not only help inform and improve sales enablement strategies, but give teams a clear understanding of their performance compared with the rest of the industry.”
To learn more about the results of the CSO Insights 2016 Sales Enablement Optimization Study, download a complimentary copy to find out average industry salaries, ramp times for news salespeople and channel partners, and much more.
Showpad delivers the world’s most powerful content activation platform—one that makes your content incredibly easy to find, present, share, and measure. Showpad empowers businesses to deliver their content to the right audience at the right time with the most intuitive and robust content platform. With Showpad, sales and marketing teams work better together to engage with audiences, advance conversations, inspire loyalty, and accelerate your business. The Showpad platform can be deployed quickly and scales for any company.
Founded in 2011, Showpad activates the content of over 850 companies around the world, including Johnson & Johnson, Fujifilm, Audi, Intel, and Kimberly-Clark. Showpad has dual headquarters—in San Francisco and in Ghent, Belgium—plus offices in Portland, and in London.