CSO Insights 2017 Sales Enablement Optimization Study: Help Us Find the Answers!

Here at CSO Insights, we’re launching our third annual Sales Enablement Optimization Study. But wait: Has anything really changed since last year? Of course! Each of the annual studies we conduct produces real, relevant and current insights on trends and best practices that experts like you have shared with us.

One thing everyone who’s paying attention knows is that for professional sales forces, it’s tough out there. As noted in the 2017 CSO Insights World-Class Sales Practices Report, quota attainment rates have declined for five straight years.

The sales performance improvement field itself continues to evolve – and leverage findings from studies like ours – to meet the challenges of a changing marketplace. And that has led to a growing recognition of the importance of sales enablement.

In our 2013 global study, only 19% of our participants said their organizations had an enablement initiative or function. By 2016, that figure had increased to 34%. I can’t wait to see what the 2017 data will tell us. You’re interested, too, aren’t you? Join our study, and you’ll be among the first to receive the results.

Another burning question for me is: How do sales leaders and other decision-makers see the role of sales enablement? At present, there is a lack of clarity. That’s to be expected in a young discipline that can’t be neatly categorized: Does enablement belong in sales training, or sales operations, or marketing? What results is it truly capable of achieving?

Different organizations are answering these kinds of questions in various ways. Every company has its own culture, context and challenges. Some companies that are a little behind the times are still making crucial decisions based on HiPPO: “Highest Paid Person’s Opinion.”

Give that HiPPO data! We’re here to help you with data-based analysis of what works and what doesn’t, how enablement is changing and becoming more cross-functional, what impacts sales productivity and performance, and how to get the most from your enablement investment.

Participate in our study and:

  • You will be able to immediately download our recent 2017 Report “Sales Managers: Overwhelmed and Underdeveloped”
  • You will be among the first to receive the 2017 report at the end of September to sharpen your enablement strategy with latest research for 2018

Join the CSO Insights Sales Enablement Optimization Study and help us get definitive answers on enablement trends and best practices.

Thank you!


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