How do you measure sales enablement success?

Below are just a few metrics that are useful when tracking sales enablement success: Lead-to-opportunity and/or lead-to-customer conversion rate. If more leads are converting to opportunities over time, and/or if more leads are converting to customers over time, then Sales is getting better at delivering the right message and closing their deals. Competitive win rate. Overall win rate is good to track, but that depends on many other factors. Competitive win rate is more specific to the content a ...Read More

There's a lot that goes into effectively measuring success. Defining what success looks like ahead of time (e.g. what KPIs you're trying to influence)  Recognizing that the definition of success will look very different depending on the initiative (e.g. a messaging overhaul of an intro proposal might have % of reps passing certification as a KPI while a product launch might have attach rate as a KPI)   Making sure you have a means of measuring that KPI (e.g. closed/won opportunities in Salesforc ...Read More

Measuring sales enablement effectiveness requires a combination of business metrics and internal metrics. Ultimately, you need to ensure that enablement is making an impact in Sales teams' ability to win deals and retain customers, while making sure that the process to do so is efficient and effective. Business metrics should be mostly include ratios, not just the absolute number of deals or revenue. Classic metrics include - win rate, renewal rate Time to close deals Sales team readiness feedba ...Read More

This will depend on how do you define sales enablement at your company, but I will break it out into different categories and all of them combined will lead up to revenue or moving pipeline.  (1) Product training - are reps learning the right messaging and is it landing? You can measure this category in two ways. Leveraging a tool like Chorus.ai or Gong.io, and create trackers on the product and key messaging that you want to track. You can measure how many reps are using your messaging for said ...Read More

The best framework I've seen that works is the Kirkpatrick pyramid to measure enablement (really training of any kind) effectiveness. It starts (1) are they happy? Typical measure: CSAT (2) did they learn anything? Typical measure: assessment (e.g. quiz/certification/etc.) of some sort (3) did that change behavior on the job? Typical measure: manager ride alongs & feedback loop (4) and finally the ultimately nirvana of a goal: did that behavior change drive the revenue needle? Most teams, in ...Read More