We analyzed activity from more than one million users at 350 companies using Mindtickle to help you understand how winning teams ensure reps are always ready to close more deals.
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The importance of continually enabling your sales force can't be overstated. Yet, many enablement programs fall flat.
According to CSO Insights, only 27.5% of stakeholders feel that sales enablement initiatives meet or exceed their expectations. Why? Because all too often, sales enablement programs are generic, timebound, and focused on completion rather than results.
On average, reps at winning organizations take four weeks to complete an onboarding program and are fully ramped in 4-5 months. This 40-50% decrease in industry average ramp time ensures sellers can start generating revenue earlier on.
Sellers need opportunities to practice the skills they've learned through training. Here's how winning organizations are using practice and role-plays to ensure reps are ready to sell.
Top-performing companies assign quarterly role-plays to ensure ongoing seller readiness in the face of change. Interestingly, the heaviest use of role-plays is in the pharmaceuticals, retail, and technology industries.
Product knowledge
Pitch practice and marketing messaging
Voicemail practice
Get prepared for every interaction
Hone reps' skills before money is on the line
Enable sellers to practice on their own
Use the enablement practices of winning revenue organizations to improve the effectiveness of your own program.
Today, sales organizations rely on content more than ever before, so organizations make it a priority to ensure sellers have plenty of it. However, 65% of B2B content never gets used.
Take action to increase quality and engagement of your best content.
Gather reality-based content engagement data on an asset-by-asset level and aggregated by content type.
Survey your team on its awareness of specific content pieces to determine if potentially valuable content is being underutilized.
Use data and rep input to identify instances of less-used content that may still be providing a good ROI.
We compared the top 10% of sales organizations in terms of overall engagement to the rest of the field. Our insights can help you increase the quality of your content.
High-performing sales teams use conversation intelligence to improve onboarding, ongoing training, and win rates.
How are the best sales organizations leveraging conversation intelligence to drive results? We analyzed tens of thousands of sales calls and meetings to find out. Take a look to see how you stack up.
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What are the managers of top performing sales teams doing differently? We examined the coaching practices of those who manage teams that consistently exceed quota to find out.
85% reps report being coached on closing open deals but only 24% report being coached on long-term skills. The best sales managers make it a priority to deliver a mix of opportunity, skills, and targeted coaching to truly drive results.
Managers with teams that consistently exceed quota deliver a blend of coaching types at regular intervals.
Targeted coaching
Opportunity coaching
Skills coaching
Average number of coaching sessions completed per month by a top manager
Ensure your coaching efforts drive behavior change. Learn more about follow ups, coaching on the go, and enablement.
93% of companies have documented their ideal customer profile (ICP). However, less than 1% have identified and documented a corresponding ideal rep profile (IRP), to lay the foundation for a successful sales readiness program.
Most often, customers define IRPs for their go-to-market (GTM) or customer-facing roles. These are the top roles for which organizations define their IRP.
| Roles | Top 3 most used competencies for these roles |
|---|---|
| Account Executives | 1Sales discovery skills2Value articulation3Competitive objection handling |
| Sales Development Representatives | 1Product knowledge2Value articulation3Competitive objection handling |
| Channel Sales | 1Communication skills2Product knowledge3Resolving customer issue |
| Customer Success | 1Use case knowledge2Articulating business value3Product knowledge |
Download the State of Sales Readiness 2022 Benchmark Report now so you can help your organization exceed performance goals and create more top performers this year.
Download the full State of Sales Readiness 2022 Benchmark Report for the complete data set and recommendations across enablement, content, conversations, coaching, and readiness insights.
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