Last week, I discussed how organizations share the content salespeople need with their sales teams. It was interesting to see, in contrast to the sales enablement hype, that the majority of organizations (51.6%) still share the content salespeople need along the entire customer’s path in very traditional ways, by e-mailing content to salespeople or by providing content in various repositories.
The data also showed that integrated enablement solutions, where salespeople can find the content they need in one place, can improve the percentage of salespeople achieving quota by 9.5%. This is an average value, which means some organizations don’t realize the expected success, and there are others that reach even higher numbers. Let’s discuss the underlying problem and what sales enablement leaders can do to get from deployment success to enablement success.
Implementing enablement technology (e.g., content, learning, coaching) is only the beginning. The go-live day of your enablement technology implementation is