Sales Enablement Analytics Report 2020-2021

The second edition of the Sales Enablement Analytics Report features research conducted jointly by Sales Enablement PRO and the Sales Enablement Society and surveyed over 350 professionals globally and across various industries.

This year’s report explores enablement’s impact across three important areas of the revenue organization: performance, proficiency, and productivity.

Key takeaways include:

  • Performance: Tracking components of organizational health — including diversity, culture, and employee engagement — drives sales performance with a 6 percentage point increase in average win rate
  • Proficiency: When training and coaching efforts are guided by a focus on behavior change, and progress is tracked, average rep quota attainment increases by 7 percentage points
  • Productivity: Tracking the effectiveness of sales plays can help ensure reps that effectively use sales plays to engage with buyers and experience an 8 percentage point increase in win rate

Download the latest research and find out which metrics high-performing sales enablement organizations measure and track.

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