Readiness 2022
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According to CSO Insights, only 27.5% of stakeholders feel that sales enablement initiatives meet or exceed their expectations. Why? Because all too often, sales enablement programs are generic, timebound, and focused on completion rather than results.
Sales enablement
We analyzed activity from more than one million users at 350 companies using Mindtickle to help you understand how winning teams ensure reps are always ready to close more deals.
State of Sales
350+
Companies
Users
1m+
Monthly mobile
136k
Countries
190+
Calls
100k+
Sales enablement
Content
Conversations
Coaching
Readiness Insights
The importance of continually enabling your sales force can’t be overstated. Yet, many enablement programs fall flat.
Enablement programs:
Practice and role-plays
Sellers need opportunities to practice the skills they’ve learned through training. Here’s how winning organizations are using practice and role-plays to ensure reps are ready to sell.
Top role-play use cases:
Today, sales organizations rely on content more than ever before, so organizations make it a priority to ensure sellers have plenty of it. However, 65% of B2B content never gets used.
Content
Use the enablement practices of winning revenue organizations to improve the effectiveness of your own program.
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50%
of all engagement is generated by just 10% of content.
of organizations update key content once every 3.25 months, on average.
Top 10%
Quality trumps quantity
Take action to increase quality and engagement of your best content.
Gather reality-based content engagement data on an asset-by-asset level and aggregated by content type.
Survey your team on its awareness of specific content pieces to determine if potentially valuable content is being underutilized.
Use data and rep input to identify instances of less-used content that may still be providing a good ROI.
We compared the top 10% of sales organizations in terms of overall engagement to the rest of the field. Our insights can help you increase the quality of your content.
Get the Full Report
Stop developing the types of content that never or rarely get used.
Reallocate content development resources toward enablement around content use and accessibility.
How are the best sales organizations leveraging conversation intelligence to drive results? We analyzed tens of thousands of sales calls and meetings to find out. Take a look to see how you stack up.
High-performing sales teams use conversation intelligence to improve onboarding, ongoing training, and win rates.
Conversations
Rep and customer participation on calls
Opportunity coaching
Skills
coaching
Targeted coaching
What are the managers of top performing sales teams doing differently? We examined the coaching practices of those who manage teams that consistently exceed quota to find out.
Coaching
Top manager coaching frequency
Managers with teams that consistently exceed quota deliver a blend of coaching types at regular intervals.
Ensure your coaching efforts drive behavior change. Learn more about follow ups, coaching on the go, and enablement.
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39
44%
51%
57%
Average length of a sales call that is recorded, transcribed, and analyzed with Mindtickle.
1.37
min.
min.
85% reps report being coached on closing open deals but only 24% report being coached on long-term skills. The best sales managers make it a priority to deliver a mix of opportunity, skills, and targeted coaching to truly drive results.
Learn how Mindtickle, the only complete sales readiness platform, can empower you to identify and drive winning rep behaviors — and drive revenue growth.
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Most often, customers define IRPs for their go-to-market (GTM) or customer-facing roles. These are the top five roles for which organizations define their IRP.
IRP Roles
93% of companies have documented their ideal customer profile (ICP). However, less than 1% have identified and documented a corresponding ideal rep profile (IRP), to lay the foundation for a successful sales readiness program.
Readiness insights
Exceed performance goals
Download the State of Sales Readiness 2022 Benchmark Report now so you can help your organization exceed performance goals and create more top performers this year.
*hover to learn more
Average customer talk time.
Average customer talk time in discovery stages.
The amount of customer talk time in top rep discovery calls.
The average longest monolog response delivered by reps.
Average number of coaching sessions completed per month by a top manager
AI-guided practice and role-play exercises benefit everyone:
Product knowledge
Pitch practice and marketing messaging
Voicemail practice
Sellers
Sales managers
Sales enablement managers
Get prepared for every interaction
Hone reps’ skills before money is on the line
Enable sellers to practice on their own
On average, reps at winning organizations take four weeks to complete an onboarding program and are fully ramped in 4-5 months. This 40-50% decrease in industry average ramp time ensures sellers can start generating revenue earlier on.
Top-performing companies assign quarterly role-plays to ensure ongoing seller readiness in the face of change. Interestingly, the heaviest use of role-plays is in the pharmaceuticals, retail, and technology industries.
12
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Weekly (e.g. weekly pipeline) or ad hoc (e.g. deal-based coaching as needed
Monthly or ad hoc (e.g. flexible to align with field observation schedules)
Single session (e.g. new pricing program or product rollout), followed by enablement content
Roles
Top 3 most used competencies for these roles
Account Executives
Sales Development Representatives
Channel Sales
Customer Success
Sales Engineers
1
Sales discovery skills
3
Competitive objection handling
2
Value articulation
1
Lead qualification
2
Objection handling
3
Email personalization
1
Product knowledge
2
Value articulation
3
Competitive objection handling
1
Communication skills
2
Product knowledge
3
Resolving customer issue
1
Use case knowledge
2
Articulating business value
3
Product knowledge
Average number of recorded role-plays submitted by seller per year.
2-3
Top-performing companies have sellers do 4 role-plays per year.
4
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Use cases and exercises:
Use Cases
AI-guided
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Targeted coaching
Skills coaching
Opportunity coaching
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2
1
3
1
1
1
1
2
2
2
2
2
3
3
3
3
3
Product knowledge
Get the Full Report
Top-performing companies have sellers do 4 role-plays per year.
4
Average number of recorded role-plays submitted by seller per year.
2-3
Most often, customers define IRPs for their go-to-market (GTM) or customer-facing roles. These are the top five roles for which organizations define their IRP.
IRP Roles
93% of companies have documented their ideal customer profile (ICP). However, less than 1% have identified and documented a corresponding ideal rep profile (IRP), to lay the foundation for a successful sales readiness program.
Readiness insights
We compared the top 10% of sales organizations in terms of overall engagement to the rest of the field. Our insights can help you increase the quality of your content.
Reallocate content development resources toward enablement around content use and accessibility.
5/5
Stop developing the types of content that never or rarely get used.
4/5
Use data and rep input to identify instances of less-used content that may still be providing a good ROI.
3/5
Survey your team on its awareness of specific content pieces to determine if potentially valuable content is being underutilized.
2/5
Gather reality-based content engagement data on an asset-by-asset level and aggregated by content type.
1/5
Take action to increase quality and engagement of your best content.
Quality trumps quantity
Today, sales organizations rely on content more than ever before, so organizations make it a priority to ensure sellers have plenty of it. However, 65% of B2B content never gets used.
Content
of organizations update key content once every 3.25 months, on average.
Top 10%
of all engagement is generated by just 10% of content.
50%
Get the Full Report
How are the best sales organizations leveraging conversation intelligence to drive results? We analyzed tens of thousands of sales calls and meetings to find out. Take a look to see how you stack up.
High-performing sales teams use conversation intelligence to improve onboarding, ongoing training, and win rates.
Conversations
Rep and customer participation on calls
39
min.
Average length of a sales call that is recorded, transcribed, and analyzed with Mindtickle.
44%
Average customer talk time.
Average customer talk time in discovery stages.
51%
The amount of customer talk time in top rep discovery calls.
57%
1.37
min.
The average longest monolog response delivered by reps.
Exceed performance goals
Download the State of Sales Readiness 2022 Benchmark Report now so you can help your organization exceed performance goals and create more top performers this year.
Get the Full Report
Get the Full Report
Sales enablement
Content
Conversations
Coaching
Readiness Insights
