A valuable resource for sales organizations around the globe

CSO Insights’ Studies

2017 Sales Enablement Optimization Report

CSO Insights has been tracking sales enablement since 2013, and has produced a major report on it every year beginning in 2015. This year’s study presents the latest research on who’s using it, and how and why. New in this report is the Sales Force Enablement Clarity Model, which serves as a guide as you assemble your sales enablement discipline step by step.


In a field deluged with new content, but short on new ideas, this report presents an original and imminently practical roadmap that begins with assessing a sales organization’s current state, proceeds through establishing both best practices and a conceptual framework for understanding and applying them, and ultimately achieves measurable results.


This annual study quantifies the impact of sales enablement on the ability of global sales organizations to identify prospects and move them effectively through the sales process. The research behind these insights focuses on identifying the challenges faced by today’s sales organizations and why those problems exist. It also covers best practices implemented by organizations seeking to optimize sales training, content development, sales team coaching and new technologies.


If you’re looking for detailed operational insights into sales, look no further. Every year, we survey sales executives across the globe to gather more than 100 sales effectiveness metrics. The report is divided into seven topics. For each topic, we cover key findings, 10 key trends and best practices from best-in-class companies.

Our study results are available to our members before we release the reports. If you want to be among the first to receive theses studies–or would like access to more updated versions, we would love to talk with you about membership.