A New Study Links Sales Enablement to Higher Conversion Rates
ABM. Social Selling. Predictive Analytics. Sales Enablement. Which one is most effective at boosting sales performance? Hard to compare, exactly, as the best practice is to do them all. But a recent survey found that those companies focused on sales enablement, on average, saw a 10% improvement on pipeline conversion rates.
A new Highspot/Heinz Marketing survey of nearly 400 B2B respondents titled “The Sales Enablement Practitioner Survey” shows a heightened investment in sales enablement teams, initiatives, and technology directly—and in many cases dramatically—increases sales conversion rates for B2B companies.
According to the survey, more than 50% of companies that have committed to sales enablement efforts have experienced improved sales conversion rates of greater than 10%. A full 23% of companies have seen conversion rates increase by 20% or more, and 11% have increased their conversion rate by greater than 30%. That’s a 30% increase in revenue from existing pipeline!