Sales enablement is a strategic necessity. The Sales Enablement Forecast Report 2022 has provided us with valuable insights into the trends and priorities that are shaping the future of sales enablement. Let’s look into these findings to understand how sales enablement is becoming a critical factor in enhancing sales efficiency.

Expanding Roles and Responsibilities

According to the report, 29.9% believe that expanding from seller enablement to enabling other customer-facing, revenue-generation roles will be a significant trend in the coming year. This expansion reflects the growing recognition that sales enablement is not just about empowering individual sellers but about creating a cohesive and effective sales ecosystem.

Adapting to Buyers’ Preferences

With 31% of sales professionals emphasizing the importance of adapting sellers’ behaviors to buyers’ preferences, it’s clear that understanding and meeting customer needs is a key factor in sales enablement.

This trend underscores the need for sales teams to be agile and responsive to shifting market demands.

Embracing Hybrid Learning and Virtual Selling

The report highlights that mastering the art of hybrid learning and coaching will be one of the three biggest trends, with 32.1% of the respondents endorsing this view. Additionally, the same percentage of respondents indicated that elevating teams’ skills and competencies in virtual selling is crucial. These trends reflect the ongoing transformation of the sales landscape in the digital age.

Leveraging Digital Tools

A significant 35.5% of sales enablers see the use of digital tools for effective virtual sales training and coaching as a major trend. This finding emphasizes the role of technology in enhancing sales enablement, making training more accessible and tailored to individual needs.

Investment in Guided Selling

More than 25% of sales enablers are planning to invest in guided selling or situational enablement for the upcoming year, compared to only 6% who currently rely on these methods. This shift indicates a growing interest in more structured and data-driven approaches to sales enablement.

Focus on Onboarding and Social Selling

With 38% of sales enablers aiming to tackle onboarding improvements and 12% prioritizing the development of social selling skills, the report highlights the importance of continuous learning and adaptation in the sales process.

Personally, I think 88% of those who do not consider social selling skills important should get a healthy beating. 🤩

Conclusion

The Sales Enablement Forecast Report 2022 paints a picture of a dynamic and evolving field, from new technologies to customer-centric strategies, sales enablement is proving to be a vital component in driving sales efficiency.

The trends identified in the report are not just predictions; they are a roadmap for sales teams looking to thrive in a competitive market. By aligning with these trends, organizations can ensure that their sales enablement efforts are not only effective but also aligned with the broader business goals.

Sales enablement is not just an option; it’s a necessity. The insights from this report offer a clear path forward for sales professionals committed to achieving excellence in their field.

Subscribe to the blog:

PS! I promise not to spam you! Just when I have published a new blog!