Sales enablement technology has been making big waves in the B2B space recently. But do you know how to get the most ROI from your investment? Learn 10 ways that sales enablement can add value to sales and marketing processes and impact the bottom line!

1. 10 Ways to Drive Revenue
with Sales Enablement

2. #1: Recruiting Sales Reps
Fast Fact: The sales rep position was the 2nd hardest job to fill in 2015
(Source: Manpower Group)
Problem: Sales reps play a critical
role for US businesses, yet as the
economy continues to grow and
the number of sales jobs increases,
many organizations struggle to fill
these openings.
Solution: Companies with sales
enablement demonstrate that
they are investing in the success of
their sales teams and enable reps
to hit higher quotas (with higher
salaries and commissions).

3. #2: Onboarding & Training
Fast Fact: It takes 7 months & ~$30k to recruit and onboard a new sales rep
(Source: Aberdeen)
Problem: With “one-and-done”
training, 87% of training content is
forgotten within rates. Ineffective
onboarding and training programs
are also directly correlated to
employee turnover.
Solution: Sales reps need
ongoing training to reinforce what
they have learned. With tech such
as sales enablement in place,
organizations can decrease
ramp-up time by 30 - 40%, as well
as reduce mistakes and boost job
satisfaction.

4. #3: Coaching the Sales Team
Fast Fact: Reps who receive 3 hours of coaching a month boost revenue by 25%
(Source: CEB)
Problem: Sales reps need
ongoing training so that they can
stay current on sales processes,
industry trends, and messaging.
Solution: Sales enablement tools
such as playbooks allow sales
leaders to give reps guidance about
prioritizing sales activities, building
customer relationships, advancing
prospects, and using content
effectively. With just-in-time
coaching, sales leaders can ensure
reps have the instruction needed to
further deals.

5. #4: Enabling Sales Reps
Fast Fact: 58% of pipeline stalls because reps are unable to add value
(Source: Alinean)
Problem: Sales teams that
challenge and engage prospects are
twice as likely to hit quota, but a
majority of reps are unable to add
value to the sales conversation.
Solution: Sales enablement
empowers reps by making it easy
for them to quickly learn about
complex products / services and
with the level of knowledge deep
enough to make a sale. And it
surfaces relevant content, from
pitch decks and sales scripts to blog
articles, ebooks, and videos.

6. #5: Managing Risk
Fast Fact: 65% of sales reps are unable to find content to share with prospects
(Source: Salesforce)
Problem: 20 - 40% of a sales rep’s
time is spent looking for or creating
their own content to share with
prospects. That’s up to 2 entire
workdays per week.
Solution: Sales enablement
tools streamline the process of
finding and sharing content,
empowering sales reps to quickly
locate the most effective and
relevant content for every sales
situation. The right content is
pushed to reps where they work -
in their CRM or email.

7. #6: Evaluating Performance
Fast Fact: Sales productivity is the #1 challenge for almost 2/3 of B2B companies
(Source: Top Sales World)
Problem: Over half of executives
say their employees don’t know
their individual goals or understand
the company’s strategy.
Solution: Sales enablement
uses data science to determine
which content and sales tools top
performers rely on and gives insight
into info such as which content
generates the highest ROI and
which talking points progress deals
the most effectively. This feedback
helps leadership replicate best
practices across the organization.

8. #7: Improving & Optimizing
Fast Fact: Reps who use analytics increase quota attainment 4x faster
(Source: CIO Insights)
Problem: 56% of sales executives
are dissatisfied with their ability to
offer valuable insights into rep
performance
Solution: Sales enablement
helps organizations determine
which factors advance sales
throughout the sales cycle and
optimize theirsales processes. This
means that organizations can
meaningfully refine their strategy in
order to continually improve and
become more effective.

9. #8: Making Data-Driven Decisions
Fast Fact: Only 44% of marketers know what successful content looks like
(Source: Content Marketing Institute)
Problem: Over half of B2B
companies face the challenge of
measuring the effectiveness of
content creation and management.
Solution: Sales enablement
offers actionable insights into what
content is most effective in
advancing deals, as well as
highlights gaps in the content
portfolio. Marketers can leverage
this information to make better-
informed decisions about content
creation and to understand content
ROI.

10. #9: Increasing Alignment
Fast Fact: Companies with strong alignment can achieve 20% growth rates
(Source: Aberdeen)
Problem: Only 8% of B2B
organizations have tight sales and
marketing alignment. But those
companies with poor alignment
have been shown to experience
declines in revenue.
Solution: With sales enablement,
sales and marketing teams work
in-step, with a unified approach,
shared goals, and a built-in feed-
back loop. Marketing can arm sales
with the latest content, research,
and industry info so that sales can
then add value to engagements.

11. #10: Adapting to Buyer Journey
Fast Fact: Today’s B2B buyers demand more content now than ever before
(Source: Demand Gen)
Problem: B2B sales have become
more complex as more decision-
makers get involved in the buying
decision. Thus, a one-size-fits all
approach no longer cuts it.
Solution: Sales enablement
ensures that every sales rep has the
required knowledge, insights, and
content to optimize each prospect
engagement and advance the deal.
It provides relevant content to
prospects based on their stage in
the sales process, helping to drive
leads through the funnel.

12. Want to Learn More?
Download the eBook:
http://www2.knowledgetree.com/drive-revenue/
About KnowledgeTree
KnowledgeTree is a sales enablement technology that predicts what to pitch to prospects. It
surfaces relevant content based on sales situation and proactively pushes that winning content
to sales people in Salesforce.com and email. Companies get 80% of their content used by sales
and boost rep effectiveness by 20% and more.
www.KnowledgeTree.com