If You Want To Hit Your Revenue Goals For 2019, Sales Enablement Must Be A Top Priority
The percentage of salespeople making quota has dropped from 63% to 53% over a five-year period, according to data from CSO Insights.
What’s driving this drop? It’s primarily changes in the buyer journey, the massive amount of information available to buyers and the continued inability of companies to adjust their sales process accordingly.
The way prospects behave isn’t going to change anytime soon, and it’s likely that buyers will take an even more active and independent approach to how they buy products and services. But that doesn’t mean business leaders can’t have a major impact on how their sales teams perform and how effective their company is at hitting its revenue goals.
One proactive step you should be taking is making sales enablement and alignment of the sales and marketing functions a top priority in 2019.