1、BENCHMARK REPORTState of Sales Readiness2022How winning sales organizations ensure their reps are ready to sellState of Sales Readiness 2022 Benchmark Report|2 03 Introduction 06 Methodology 09 The Data Behind How Modern Revenue Organizations Run 10 Sales Enablement and Training 27 Sales Content 34

2、Customer Conversations 41 Sales Coaching 48 Readiness Insights 56 ConclusionContentsState of Sales Readiness 2022 Benchmark Report|3 Preparing reps to sell is no easy feat.Average rep ramp time is up.Quota attainment is down.Organizations struggle to retain their best sellers.New competitors abound.

3、Markets change rapidly.And those are just a few of the key challenges.Too Much Art.Not Enough Science.Figure 1INTRODUCTIONMETHODOLOGYTHE DATACONCLUSIONState of Sales Readiness 2022 Benchmark Report|4 Figure 2These realities have created the perfect storm for the erosion of seller quality.On average,

4、across industries,only 43%of sellers now meet their quota.That means around six of every 10 of your sellers fail to meet their goals.Organizations need a solid sales readiness strategy if they expect to overcome these and other challenges and grow revenue.Sales leaders often think a standalone sales

5、 enablement program will fully prepare their sales teams for success in the fieldbut sales enablement alone is not a surrogate for a comprehensive sales readiness approach.Without understanding the impact of enablement efforts and how to adjust them based on real-world results,sales leaders are forc

6、ed to rely on unreliable metrics like adoption and satisfaction rates to assess effectiveness.43%Onlyof sellers meet their quotaINTRODUCTIONMETHODOLOGYTHE DATACONCLUSIONState of Sales Readiness 2022 Benchmark Report|5 INTRODUCTIONMETHODOLOGYTHE DATACONCLUSIONIn contrast,forward-thinking sales organi