Bigtincan Survey Finds Sales Professionals Lost More Than $1M in Revenue on Average in 2017

The study, conducted by Researchscape, reveals that sales enablement is on the rise, with 57 percent of sales professionals using some sort of platform solution. However, the study also points to a number of distinct challenges for teams not yet using sales enablement solutions, which are contributing to, on average, more than $1 million loss in revenue for each survey respondent, based on results in 2017. Key insights from the survey include:

• For sales professionals not yet using sales enablement, they are risking deal and revenue loss. More than a quarter (28 percent) of non-sales enablement users reported a loss of 100 or more sales deals in 2017. Additionally, for non-users, the average sales cycle to close a deal often took more than a month, with three out of ten respondents noting they had a sales cycle of four months or more. Ultimately, these challenges are affecting companies’ bottom lines, with a quarter of non-users foregoing $1 million or more in revenue last year.
• Lack of automation drives the biggest loss of sales for non-sales enablement users. Of the respondents, 30 percent of non-sales enablement users cite slow response times as the biggest driver of lost sales, and another 27 percent point to the fact that there are too many manual tasks. Sales teams today need to move quickly to remain a step ahead of the competition, which means adopting automation to assist with labor-intensive and time-consuming tasks.
• Companies that have sales enablement solutions in place are often a step ahead when it comes to implementing AI, machine learning and other automation technology. More than half (53 percent) of sales enablement users noted that they have automated reporting, in comparison to only 40 percent of non-sales enablement users. Additionally, nearly a third of sales enablement users noted they had in place automated lead scoring and integration with marketing, while this applied to less than a quarter of non-users.
• Sales enablement users are bigger believers in the power of AI. In addition to AI and automation implementation being higher among sales enablement users, these users also tend to be more optimistic about the impact this advanced technology can have on sales practices. According to the survey, 30 percent of sales enablement users believe AI is already having a positive impact, in comparison to 22 percent of non-users. Additionally, four out of ten users believe AI will have a large or transformative impact on the industry, compared to just 27 percent of non-users.

“The pressure and advances of the digital era have completely transformed the sales process in the last decade,” said David Keane, CEO at Bigtincan. “This survey shows the necessity for organizations today to have in place a sales enablement solution that utilizes intelligent technologies like AI to help enhance and personalize the prospect experience to close deals and ultimately build revenue success.”

Bigtincan is the industry’s first AI-powered sales enablement platform that arms the intelligent salesforce with the tools needed to transform customer engagement. The platform leverages automation and AI to deliver content and information that helps teams learn faster, sell smarter and be more productive. By allowing for an individualized approach, Bigtincan helps sales teams learn and measure success every step of the way to keep them on track for growth.

For more information on the full sales enablement study, please visit: https://go.bigtincan.com/sales-enablement-survey-executive-summary

Methodology:
This survey was commissioned by Bigtincan using research firm Researchscape, which surveyed 605 U.S. sales executives at companies with 1,000 or more employees between April 30 and May 28, 2018.

About Bigtincan
Bigtincan (ASX:BTH) helps sales and service teams increase win rates and customer satisfaction. The company’s mobile, AI-powered sales enablement automation platform features the industry’s premier user experience that empowers reps to more effectively engage with customers and prospects and encourages team-wide adoption. Leading brands including AT&T, ThermoFisher, Merck, ANZ Bank and others rely on Bigtincan to enhance sales productivity at every customer interaction. With global sales and marketing headquartered in Boston, Bigtincan also has offices across EMEA, Australia and Asia. To discover more about how your organization can benefit from the Bigtincan Hub platform, please visit www.bigtincan.com or follow @bigtincan on Twitter.