New Report: Misaligned Sales Enablement Tools Negatively Affect Sales Outcomes

Sales enablement tools have emerged as a reliable solution to accelerate sales journeys in the B2B industry. Sales organizations are planning to increase their investments in sales enablement tools to meet the growing demands in the virtual selling space. However, misaligned or wrongly configured sales enablement technologies can be detrimental to your B2B selling processes. A study of B2B sales leaders has highlighted the negative impact of using multiple sales enablement tools.

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Allego, the leading sales enablement platform provider, today announced new research on the current state of sales enablement tools. The report, “The Sales Enablement Technology Report,” uncovers the challenges faced by organizations that use multiple point solutions to support sales efforts, the benefits of a unified solution, and recommendations for sales leaders.

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What Should Sales Leaders do To Improve their Sales Journeys?

Allego has found startling statistics on how companies are struggling with their existing sales technology stacks even as they prepare for the new era of virtual selling with better sales coaching, training, content management, and sales analytics tools.

Poor Adoption of Sales Tools Push Teams Back

According to the sales enablement report, it has been found out that, on average, companies are wasting $313,000 on sales tools that weren’t fully adopted by reps over the past 2 years! 76% of companies say that poor adoption of sales tools is a top reason teams miss their sales quotas while 74% of sales leaders say using many different sales enablement tools increases security concerns and data loss risk.

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Companies Want a Single Solution to Cut Costs and Ease Integration

Allego surveyed 330 B2B sales leaders to gauge their perspectives on how multiple sales enablement tools impacted their organization. The results revealed that using numerous tools resulted in increased costs, frequent training, security concerns, and rep confusion.

Additionally, sales leaders and reps were frustrated with the number of learning tools, leading to low adoption rates and missed sales quotas.

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Respondents reported that using multiple tools resulted in rep confusion and difficulties keeping track of login credentials.

• 86% of reps get confused about which tool to use for which task

• Nearly 80% of sales reps waste time keeping track of different login credentials for different tools

• 82% of sales leaders say that trying to get reps to use the provided sales tools feels like a second job

Sales Teams That Deploy an All-in-One Sales Enablement Tool Reap Multiple Benefits

Respondents reported that the main benefits of standardizing on an all-in-one sales enablement tool are improved training, coaching, and content initiatives.

• 48% reported that reps are trained faster

• 46% reported that reps know which tool to use

• 46% reported that reps spend less time looking for content

• 42% reported that reps can better match the content to the lead

• 39% reported that managers can coach more people at scale

At the time of this announcement, Yuchun Lee, Allego CEO and co-founder said, “Organizations need tools to onboard, train, coach and manage customer-facing content for their hybrid sales teams now more than ever. But sales reps cannot afford to waste time learning new solutions and jumping between multiple tools.”

Yuchun added, “Using an all-in-one sales enablement solution that consolidates sales learning, content management, and collaboration tools can cut costs, improve user adoption and reduce reps’ frustration using many apps and juggling multiple logins, ultimately, resulting in reps who produce better sales results.”

Currently, Allego provides a complete sales enablement platform with patented technology that ensures sellers have the skills, knowledge, and content they need to optimize team success in a virtual world. In place of traditional training and content enablement tactics – which are rapidly outdated and often ineffective – Allego empowers reps with the activated content they need to close deals faster, and the personalized coaching and learning they require for continuous improvement. And it all happens in the flow of their daily work.