Predictions for Sales, 2015: Sales Enablement Fuels the Race to Digitize Sales

Authors: Jim Lundy, David Mario Smith                        Date: December 31, 2014
Topics: Digital Business, Sales                                  Research Note Number: 2014-60

Issue: What are the trends in sales?
Issue: How does an enterprise transform itself to become a digital business?

Summary: Sales enablement will grow in 2015, due in part to the rise of new predictive apps such as sales communications, predictive lead scoring, social selling and learning.

Predictions for Sales, 2015

• By YE 2015, 80% of enterprises will view sales enablement as a strategic imperative, but will still buy best-of-breed solutions that do one thing well.
• By YE 2015, predictive lead scoring will be a mandatory app for all sales organizations.
• By YE 2016, the number of sales communications providers will double due to demand and the relative ease of entering the market.
• By YE 2016, enterprises will spend up to 30% more on tools and content to successfully train both new hires and current sales staff.
• By YE 2016, predictive content services will be a must-have part of a sales platform.
• By YE 2016, 50% of enterprises will use social selling as one of the most critical ways for salespeople to connect sales teams with current and future customers.
• By YE 2015, 50% of sales organizations will retire legacy paper-based processes in favor of those based on digital transaction management (DTM), configure, price and quote (CPQ) and contract management applications.

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