Thursday, March 18, 2010

Sales Executives indicate Sales Enablement Tools Vital to 2010 Success

A recent IDC Executive Tele Briefing on Sales & Marketing Strategies for 2010, results of a survey of 40+ worldwide technology sales executives, indicates that sales enablement is one of the top priorities, and the highest expected investment growth area over next 12 months.

Over the past six months, with frugalnomics reigning large with spend-thrift customers, it should not be a surprise that that it takes more leads and a longer sales cycle to acheive sales goals. The survey indicates that:
> 62% of respondents indicate that they need more leads in order to generate the same amount of sales
> 72% of respondents indicate an increase in sales cycle time over the past 6 months

To help address the close effectiveness and sales cycle issues, sales executives indicated that they are very focused on sales productivity and preparedness.

When frugal customers were asked how prepared sales reps are for meetings with them?

> 24% indicate that they are not prepared at all
> 30% indicate that they are somewhat prepared
> Only 29% indicate that they are well prepared

IDC indicates that the recommended best practice for this is to "Better Enable Sales Reps to Engage with Customers", getting sales reps the right information and intelligence at the right time and in the right format, so they are prepared for customer meetings, and productive in meeting this need. This investment includes better Customer Intelligence and Sales Enablement tools such as interactive assessments, ROI business case and TCO comparison tools.

Sales executives are indeed aligned with this best practice advice from IDC, with 65%of sales executives indicating that sales enablement investments will be increased or significantly increased over the next 12 months. This is the largest increase compared to all other investments such as partners / channels, automation, training, and inside sales.

The IDC presentation from this executive briefing can be found at: http://event.on24.com/event/19/58/56/rt/1/documents/slidepdf/tb20100318.pdf

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