There’s a sales enablement evaluation going on. Are you ready for its changes?
In this episode, I chat with Shane Evans, the Chief Revenue Officer at Gong. Together, we explore the rapidly evolving world of sales enablement and its challenges. Discover actionable strategies to improve your sales performance and productivity.
Guest Introduction: Shane Evans
- Shane Evans is the Chief Revenue Officer at Gong, a role that involves overseeing anything that touches customers or prospects interested in Gong.
- His team includes sales development reps, solution engineers, implementation consultants, and customer success representatives.
- With a focus on creating high-performing sales teams, Shane brings unparalleled insights into how data and technology can transform sales enablement.
The Problems in Sales Enablement
- Shane reveals some alarming statistics that highlight problems in the current state of sales enablement:
- 77% of sellers' time is spent on mundane tasks like data entry.
- Sellers are hitting only 30% to 35% of attainment, affecting their motivation and overall company performance.
- Only 1% of data from sales interactions makes it into CRM systems.
The Role of Revenue Intelligence
- Shane discusses how Gong’s focus on revenue intelligence addresses these challenges:
- Activity Capture: Gong automatically captures data from Zoom meetings, phone calls, emails, and Slack messages. This allows more comprehensive and accurate data to inform sales strategies.
- Targeted Coaching: AI analyzes interactions to offer pinpointed coaching on areas like competitive...