In 2014, Adobe published the Closing the Deal: The State of Sales Enablement report. It’s a short but fascinating glimpse into how sales managers view sales enablement.
The report found that 91% of U.S. sales and marketing managers believe their sales enablement strategies are on the right track. That’s awesome!
Here’s the not-so-awesome part: less than 30% are actually implementing the sales enablement solutions they deem important.
A lot of companies genuinely believe they’re achieving sales enablement… until they realize just how complex and varied sales enablement can be. They’ll implement one sales tool and check off the “sales enablement” box while ignoring sales and marketing misalignment, sales visibility or other vital areas of sales. (more…)