A typical salesperson works 50 to 55 hours per week; assuming time off for vacation, holidays and sales meetings, he or she works roughly 45 weeks out of the year. Thus, a rep with an annual quota of $10 million working 2,250 hours per year must yield $4,444 dollars per hour over that year to hit his or her number. From strategic communications and demand creation to product marketing and sales operations, sales enablement – with its singular focus on ensuring that yield is not only met but exceeded – is a powerful integration force between marketing and sales.
SiriusDecisions identifies five planning assumptions that must drive the agenda of sales enablement executives in the year ahead. Read this executive brief to discover how to build integration between the marketing, sales, training and operations teams with the new sales enablement organizational model.