MarTech Primer on Sales Enablement: Why We Need Sales Analytics

Various departments in the company could use Enablement techniques for a wide array of purposes to sell its ideas, insights, services, and products. In a purely SaaS or Cloud economy, we would restrict the definition to the process, content, skills needed to manage these, and the groups enabled.

In joint research with the Florida State University, Salesforce had reported that there are multiple Sales approaches and solutions available for the same set of solutions sold. However, only 25% of these Sales approaches are actually effective in the long-run. In a Salesforce economy where no two Sales companies can compete with the same set of tools and tactics, it is an onus on Sales leaders to qualitatively quantify their objectives and strategies for sustained revenue generation from Sales.

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