In partnership with the Revenue Enablement Society (RES), SBI surveyed 134 commercial organizations to understand the scope of modern enablement and what top-performing leaders do differently to scale the size of their teams and the impact of their work.
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Commercial leaders struggle to balance a wide spectrum of enablement activities with the realities of resourcing trade-offs. While modern enablement teams serve many critical roles across the GTM organization, they can cost as much as a comparable group of sellers.
The mandate for enablement teams has evolved.
But as the scope of enablement grows,
so does the cost.
Resource critical activities first, then scale.
Top-performing enablement teams have:
Higher quota attainment. They exceeded the mean attainment level in each of the last three fiscal years.
Higher growth. They operate in moderate to high revenue growth environments.
Higher proficiency. They reported a mean proficiency rating 17.1% higher than peers.
Top-performing enablement teams scale their impact through different-in-kind execution.
Three characteristics of the highest-performing enablement organizations:
1. Prioritizing quota-carrying experience when hiring enablement professionals
2. Measuring the right indicators to gauge the efficacy of their programs
3. Regularly training both sellers and sales managers on sales effectiveness
Fill out the form and you will receive a link in your email and here to access the report.
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