What works in sales enablement
According to CSO Insights, only 13% of organizations formally create a sales enablement charter. The research organisation says that those that do have substantially higher quota attainment than those using less formal planning.
Percentage of salespeople achieving quota related to the approach used to set enablement priorities:
- One-off approach to projects – 43.3%
- Informal sales enablement vision – 56.1%
- Formal sales enablement vision – 61.9%
- Formal sales enablement charter – 73.6%