Over several years, the organization had invested significantly on sales enablement staff and technologies to drive performance and productivity. The sales leader introduced a new sales process with improved CRM functionality and integration, sales process training, and worked to improve coordination between Marketing and Sales—but was frustrated by mixed results.
This sales leader’s experience is hardly unique. CSO Insight’s most recent Sales Enablement Study showed that less than a third of organizations said their sales enablement expectations were exceeded or fully met. More than 60 percent said sales enablement met few or some of their expectations.1
The question becomes: Why do so many sales enablement efforts fail to deliver?
The answer: While they put processes, technologies, and tools in place, they overlook the sales methodology that can take them where they want to go.