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- Greetings B2B marketing and sales leaders.
Mary Shea, Forrester Principal Analyst here.
When was the last time you chatted
with your head of sales enablement?
If it's been recently,
you know sales enablement is having a moment.
When I speak with enablement practitioners
and I ask them if they understand the impact
a modern sales enablement tool set is having
on their organization's business,
they unequivocally tell me, Mary,
it is helping our teams close more business.
But when I dig a little bit deeper
and ask them if they really understand the ROI
of those investments, I get a variety of answers,
somewhere along the lines of,
now that's a really tough one to calculate.
So to get to the bottom of this,
I partnered with Dean Davison,
our Principal Consultant on our Total Economic Impact team
and Dean and I conducted extensive qualitative
and quantitative research on the impact
from a financial perspective on companies
that successfully operationalize
and roll out sales engagement,
sales enablement automation and sales readiness tools.
Tools that are rapidly becoming the cornerstone
of a modern enablement stack.
Dean built a financial model
that's embedded in the report.
If you're interested in a 20% lift in revenue
and a 50% reduction in ramp up time for new reps,
check out the model and report.
I'm really eager to hear what you think about it.
Take a read and keep up all the great work out there.
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