3 Statistics That Will Have You Revising Your Sales Strategy

Sales enablement tools are everywhere, but how do you know which ones work best? Are they truly changing the way that enterprises do business?

A recent study conducted by InsideSales.com looked at the sales acceleration technologies – specifically tools that produce results quicker and more efficiently. The goal of the research was to determine how these tools enhance features such as email communication, data visualization and social selling. Information from 439 different companies was derived for this study. Here are three key statistics from the piece, as well as what it means for sales.

1. By 2020, there will be more than 6 million inside and outside sales reps in North America.
There will be more salespeople in the working world less than 10 years from now – why does this matter? Take the growing demand for more effective technology into consideration. Sales enablement tools are popular at the moment, but imagine how much their necessity will grow once the population of salespeople increases.

2. The average sales cycle is 60 days.
“Average” would imply that this number is acceptable, but what would your sales reps do if they had more time? Would they complete more deals? The potential for more productivity makes you think twice about utilizing sales enablement tools. Boosting your number of customers makes it worth adopting technology to shorten your average sales cycle.

3. The average company has a 20 percent close rate.
Companies examined that had a close rate higher than 20 percent spent 17 percent more per sales rep. This means that they put additional money toward features such as social communications and data visualization in order to give reps a better chance of success. Technologies ranging from tablets to content management platforms are parts of what make salespeople productive.

Sales enablement tools are everywhere, as well as technology that can accelerate the sales process. Not all companies are invested in these utilities just yet, but there are plenty of reasons to give them a look (as these three statistics prove). Sales enablement can change the way you do business for the better.
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Ed Calnan
Ed Calnan
Chief Revenue Officer, Seismic
Ed is the co-founder and CRO of Seismic, where he leads the company’s go-to-market efforts. Ed brings 20+ years of sales leadership experience from ADP, Thomson Financial, S&P and EMC to Seismic. In 2016, he was named a Top Boston Startup Founders Over 40 by Tech.co.