Learn how to recognize when sales enablement isn’t actually enabling sales and how you can leverage your investment in Salesforce to improve sales results. Session 4 discusses Reason #3 new innovations aren’t adopted. Hosts: SOAR Performance Group (http://soarperformancegroup.com/) and Prolifiq (https://www.prolifiq.com/).
The fourth installment in this series is about how to drive more value from your investment in sales enablement and move the needle to see more ROI and payback around that investment in sales enablement. Specifically, we’re talking about the third reason that new innovations and approaches aren’t adopted which is all around compatibility with past experiences.
To re-sync in terms of what motivated us to present this topic at Dreamforce and create this webinar series is some really interesting numbers that we’ve learned. The number of organizations with a dedicated sales enablement function has gone from 20% to 60% over the past four years. In that time frame, the percentage of sales people achieving quota has gone down.
We thought that was a really curious thing and we’re really interested to understand why was this investment not seeing a better result. Our core belief based on our work with client organizations is it’s really all about adoption.
What we’re going to talk about today is one of the reasons why new innovations new approaches aren’t adopted and what are some ways you can help overcome that your organization.