Quality over quantity: we’ve all heard the age-old advice to prioritize value instead of numbers. But of course, in sales, sellers need both quality and quantity to build a busy pipeline of qualified buyers. Sales enablement and sales engagement support sales teams in forming meaningful connections with buyers at scale and streamlining sales processes. There’s strong support for both:
- Sales enablement: Aberdeen has shown that companies with successful sales enablement programs see 23% higher lead conversion rate.
- Sales engagement: SiriusDecisions reports that training and supporting sellers with sales engagement can potentially increase the tenure of sales reps by 40 to 65%.
But what’s the difference between sales enablement and sales engagement — and which do you need for your sales team to ensure quality and quantity? To answer that question, it helps to start by defining the two different practices.