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Don’t Understand Sales Enablement? You’re Not Alone! Lee Levitt Director, Sales Advisory Practice www.SalesAdvisoryPractice.com
Agenda ,[object Object],[object Object],[object Object],[object Object]
Sales Management Sales  Enablement Customer Intelligence Sales Methodology Talent Management Source: IDC 2009 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The IDC Sales Productivity Framework ,[object Object],[object Object],[object Object],[object Object],[object Object],Sales Productivity
Buyer – Seller Alignment ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Product/Service Offering ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Organizational Needs Market Opportunities Shareholder Value
What is Sales Enablement?
What is Sales Enablement? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What is Sales Enablement? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What is Sales Enablement? ,[object Object],[object Object],Source: IDC 2009
What is Sales Enablement? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What is Sales Enablement? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Buyer’s Perspective Source: IDC Customer Experience Panel, January 2009 Number of respondents = 296
Buyer – Seller Alignment Q: Thinking of your initial meeting, what percent of reps were: Source: IDC Customer Experience Panel, January, 2009
Buyer – Seller Alignment Q: What percent did not win your business primarily due to: Source: IDC Customer Experience Panel, January, 2009
Buyer – Seller Alignment Q: Are vendors in general doing a good job at “solution selling”? Source: IDC Customer Experience Panel, January, 2009
Buyer – Seller Alignment Q: Which one of the following areas do sales reps need to know better about you and your company in order to improve the value of your relationship with the vendor they represent? Source: IDC Customer Experience Panel, January, 2009
Buyer – Seller Alignment Q: Which of the following is the #1 thing a rep can do to improve the value of your relationship with the sales team and the vendor they represent? Source: IDC Customer Experience Panel, January, 2009
Sales Enablement: What does “Good” Look Like? Source: IDC Sales Enablement Study, November 2008 Number of participants = 48
Sales Enablement Realities Q: How would you rate the overall sales productivity of your sales organization? Source: IDC 2009
Sales Enablement Realities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Source: IDC 2009
Sales Enablement Realities ,[object Object],January 27 th , 2009
Sales Enablement Realities Q: Do you employ a common sales process or methodology, common SFA environment? Source: IDC 2009
Sales Enablement Realities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Source: IDC 2009
Sales Enablement Realities Q: On average, how much time does your typical rep spend on each of the following (in hours per week)? Source: IDC 2009 High Low Average Mode Median IDC Benchmark Customer Interaction 24 4 12 10 12 10 Prospect Interaction 20 1 8 5 6 10 Territory/Lead Development 10 2 5 2 5 5 Sales Call Preparation 20 1 8 5 6.5 15 Administrative Time 26 1 10 10 10 5
Sales Enablement Realities Q: On average, how much time does your typical rep spend on each of the following sales prep activities (in hours per week)? Source: IDC 2009 High Low Average Mode Median IDC Benchmark Looking for Marketing Collateral 25 .5 5 1 2 .5 Creating Presentations, Documents for Customers/ Prospects 30 1 8 5 5 5 Searching for Customer Info Inside Organization 30 0 5 5 4 1 Searching for Customer Info Outside Organization 25 0 4 2 3 1
Sales Enablement: Organizational Strategies
Sales Enablement Organizational Strategies Source: IDC 2009
Sales Enablement: Information Management
Sales Enablement Realities: Information Management Q: For all of the marketing collateral and sales tools provided to the sales organization, what percent is…? Source: IDC 2009 High Low Average Mode Median IDC benchmark Product-Centric 90% 0% 56% 50% 60% 20% Industry-Specific 80% 2% 21% 10% 20% 30% Customer-Specific 50% 0% 16% 5% 15% 35% Stage of Sales Cycle 25% 0% 10% 20% 10% 15%
Sales Enablement Realities Q: How is information distributed to your sales organization? Source: IDC, 2009 *Almost half of all respondents had more than one portal, with almost 10% reporting 10 or more portals High Low Average Mode Median IDC Benchmark Email 80% 5% 49% 50% 50% 5% Podcast 33% 0% 8% 10% 5% 15% CRM/SFA 80% 0% 14% 0% 8.5% 20% *Sales Portal w/Product/Service Hierarchy 70% 0% 25% 20% 20% 5% Sales Portal w/Industry/Solution Hierarchy 50% 0% 16% 5% 10% 50% Other 25% 0% 7% 0% 5% 0%
Sales Enablement: Goals
Sales Enablement Realities Q: Does your sales portal (or portals) provide the ability to: Source: IDC 2009
Sales Enablement Realities Q: What are the primary goals of your current strategic initiatives? Source: IDC 2009
Sales Enablement – Why do you care?
Sales Enablement – Why do you care? 10 minutes = $57,000
IDC Executive Guidance: Sales Enablement Best Practices
The Maturation of Sales Enablement Source: IDC 2009
Key Issues in Sales Enablement Governance ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Marketing  Sales Operations  Sales  Source: IDC 2009
Executive Guidance ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Next Steps ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Sales Advisory Practice Team Lee Levitt  Program Director  Sales Advisory Practice Phone: 508-988-7974 Michael Gerard Research Vice President  Executive Advisory Group  Phone: 508-988-6758

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Idc sales-enablement-jan-2009-1233092175549133-2 (1)

  • 1. Don’t Understand Sales Enablement? You’re Not Alone! Lee Levitt Director, Sales Advisory Practice www.SalesAdvisoryPractice.com
  • 2.
  • 3.
  • 4.
  • 5. What is Sales Enablement?
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11. The Buyer’s Perspective Source: IDC Customer Experience Panel, January 2009 Number of respondents = 296
  • 12. Buyer – Seller Alignment Q: Thinking of your initial meeting, what percent of reps were: Source: IDC Customer Experience Panel, January, 2009
  • 13. Buyer – Seller Alignment Q: What percent did not win your business primarily due to: Source: IDC Customer Experience Panel, January, 2009
  • 14. Buyer – Seller Alignment Q: Are vendors in general doing a good job at “solution selling”? Source: IDC Customer Experience Panel, January, 2009
  • 15. Buyer – Seller Alignment Q: Which one of the following areas do sales reps need to know better about you and your company in order to improve the value of your relationship with the vendor they represent? Source: IDC Customer Experience Panel, January, 2009
  • 16. Buyer – Seller Alignment Q: Which of the following is the #1 thing a rep can do to improve the value of your relationship with the sales team and the vendor they represent? Source: IDC Customer Experience Panel, January, 2009
  • 17. Sales Enablement: What does “Good” Look Like? Source: IDC Sales Enablement Study, November 2008 Number of participants = 48
  • 18. Sales Enablement Realities Q: How would you rate the overall sales productivity of your sales organization? Source: IDC 2009
  • 19.
  • 20.
  • 21. Sales Enablement Realities Q: Do you employ a common sales process or methodology, common SFA environment? Source: IDC 2009
  • 22.
  • 23. Sales Enablement Realities Q: On average, how much time does your typical rep spend on each of the following (in hours per week)? Source: IDC 2009 High Low Average Mode Median IDC Benchmark Customer Interaction 24 4 12 10 12 10 Prospect Interaction 20 1 8 5 6 10 Territory/Lead Development 10 2 5 2 5 5 Sales Call Preparation 20 1 8 5 6.5 15 Administrative Time 26 1 10 10 10 5
  • 24. Sales Enablement Realities Q: On average, how much time does your typical rep spend on each of the following sales prep activities (in hours per week)? Source: IDC 2009 High Low Average Mode Median IDC Benchmark Looking for Marketing Collateral 25 .5 5 1 2 .5 Creating Presentations, Documents for Customers/ Prospects 30 1 8 5 5 5 Searching for Customer Info Inside Organization 30 0 5 5 4 1 Searching for Customer Info Outside Organization 25 0 4 2 3 1
  • 26. Sales Enablement Organizational Strategies Source: IDC 2009
  • 28. Sales Enablement Realities: Information Management Q: For all of the marketing collateral and sales tools provided to the sales organization, what percent is…? Source: IDC 2009 High Low Average Mode Median IDC benchmark Product-Centric 90% 0% 56% 50% 60% 20% Industry-Specific 80% 2% 21% 10% 20% 30% Customer-Specific 50% 0% 16% 5% 15% 35% Stage of Sales Cycle 25% 0% 10% 20% 10% 15%
  • 29. Sales Enablement Realities Q: How is information distributed to your sales organization? Source: IDC, 2009 *Almost half of all respondents had more than one portal, with almost 10% reporting 10 or more portals High Low Average Mode Median IDC Benchmark Email 80% 5% 49% 50% 50% 5% Podcast 33% 0% 8% 10% 5% 15% CRM/SFA 80% 0% 14% 0% 8.5% 20% *Sales Portal w/Product/Service Hierarchy 70% 0% 25% 20% 20% 5% Sales Portal w/Industry/Solution Hierarchy 50% 0% 16% 5% 10% 50% Other 25% 0% 7% 0% 5% 0%
  • 31. Sales Enablement Realities Q: Does your sales portal (or portals) provide the ability to: Source: IDC 2009
  • 32. Sales Enablement Realities Q: What are the primary goals of your current strategic initiatives? Source: IDC 2009
  • 33. Sales Enablement – Why do you care?
  • 34. Sales Enablement – Why do you care? 10 minutes = $57,000
  • 35. IDC Executive Guidance: Sales Enablement Best Practices
  • 36. The Maturation of Sales Enablement Source: IDC 2009
  • 37.
  • 38.
  • 39.
  • 40. The Sales Advisory Practice Team Lee Levitt Program Director Sales Advisory Practice Phone: 508-988-7974 Michael Gerard Research Vice President Executive Advisory Group Phone: 508-988-6758

Editor's Notes

  1. TB: Not loving this – let’s discuss
  2. TB: Too dense – paraphrase to make more readable – or delete slide