The 2023 State of
Sales Enablement
Get an inside look into how leading enablement organizations are maximizing the potential of their revenue teams and creating more impact with less.
The 2023 State of
We analyzed activity from more than one million users at 400 companies using Mindtickle to
help you understand how winning teams ensure reps are always ready to close more deals.
help you understand how winning teams ensure reps are always ready to close more deals.
400+
Companies
1M+
Users
143K+
Monthly mobile users
190+
Countries
300K+
Calls recorded
The State of Sales Enablement
The blueprint for running successful readiness programs in uncertain economic conditions
Based on our 2022-2023 Enablement Outlook Report, we found that the majority of sellers (74%) are achieving 70% or less of their quota.
This quota attainment reality will only get more difficult in the coming year. So let’s look at what leading sales enablement organizations are doing to address it though personalized yet scalable solutions.
This quota attainment reality will only get more difficult in the coming year. So let’s look at what leading sales enablement organizations are doing to address it though personalized yet scalable solutions.
It starts with solid, scalable program planning
Here are some key insights into how winning revenue organizations set themselves up for success when planning enablement.
Reinforce with ongoing training
5
Average number of recorded role-plays submitted by seller per year
6+
Top-performing companies have sellers do six or more role-plays per year
2X
Sellers revisit a module more than twice when it includes a quiz. Need we say more?
There’s a 2X engagement in instructor-led training when gamified live challenges are used.
58 days
Average amount of time for sellers to complete an onboarding program
40 days
Average amount of time for sellers at commercial companies to complete an onboarding program
3-4 weeks
Average time to launch a new program
We saw a year-over-year reduction in time to launch programs from 6 weeks last year, likely due to the additional options for quick-to-deploy and pre-built content like program templates and ready-to-deploy programs.
7 hours
Average time to launch a new program with ready-to-deploy programs
12
Spaced challenges per year
3
Maximum number of attempts
3-4
Questions per challenge
3
Days between challenges
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