Sales Enablement Report

2015 Enterprise Sales Enablement Research by Neal MurphyThis 21-page report is published in an easy-to-read format that is of full charts and visual summaries of our research in enterprise software and Saas. Over 70 high-tech companies are included in the report based upon the Sales Enablement positions they created and filled during the past year.

 

Click Image for download page

2015 Sales Enablement Report

Sales Activity: Leading Indicator or Symptom of Bigger Problems?

Sales Activity Assessment Everything went great last year, so you took on an aggressive growth number for the new fiscal year with a steep ramp in the second half tied to the hiring plan. Now, the company has missed its bookings target for the second quarter in a row and faces a pipeline deficit for next quarter. Marketing has data showing MQLs from content downloads and webinars are up. The sales team is adamant that both the quality and number of leads are down. Executives wants answers and a get-well plan. The conclusion: both field sales and the business development team need to be making more calls to increase overall activity. Sound familiar?Continue Reading

Sales Tools: Are You Guessing What Content the Sales Team Needs?


“80% of the content created by marketing for sales never gets used”.


Measure the Impact of Sales Content


I can’t tell you how many times I have walked into a sales organization to talk about content and they tell me: “Marketing doesn’t create any content for us”. When I take the feedback to marketing, they show me hundreds of content pieces they have created over the last couple of years.  
Craig Rosenberg via KnowledgeTree


 

What is the real reason your sales team is not leveraging the sales tools and content you think they should?

One of the most important concepts in enterprise selling is – No Guessing. Ask the customer and they will tell you exactly what you need to know; provided you’ve established both relevance and credibility. Continue Reading

Sales Training: Whose Job Is It?

Enterprise Sales Coaching

“Most managers seem to feel that training employees is a job that should be left to others.  I, on the other hand, strongly believe that the manager should do it himself.”
Andy Grove, former CEO of Intel

 

In the high-tech industry, ownership of sales training by sales operations is on the decrease and the more specialized field of sales enablement is increasing. Ownership may be down, but involvement is well over 60% according to ESO Research. For too many sales organizations, sales training and enablement is ad hoc with no clear owner. We schedule the occasional Power Point presentation from product management and declare it “enablement” – which is a disservice to both the product manager and the sales team. This approach misses the mark on essential aspects of coaching sales people – situation and context.Continue Reading

Quarterly Business Review: 8 QBR Mistakes to Avoid

Opportunity Score | QBRThe Quarterly Business Review is either your best opportunity every 90 days to build accountability, commitment and focus on the company’s most important goal – achieving its revenue forecast. Or, it can be a painfully tedious waste of everyone’s time. The choice is yours. Here are 8 common problems to avoid.Continue Reading

+Neal Murphy +ESO