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How do you measure the success of your enablement program?

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4 Answers
Sales Adoption Sales Metrics Sales Enablement
  1. Hila Segal
    Hila Segal

    WalkMe Senior Vice President, Product Marketing | Formerly Clari, Observe.AI, Vendavo, Amdocs • 3y

    The most important KPI is win rates and cycle time - are you seeing an increase in win rate and shorter cycles. While measuring these KPIs and tracking for trends, it's also important to get regular feedback from sales, sales leadership and individual reps on what's working and what's not. You can do this via survey and calculate a "sales readiness score", or collect feedback on 1:1s or team calls. One other way to measure the success of enablement programs is by listening to sales calls and cor ...Read More

    1,396 Views
  2. Katie Gerard
    Katie Gerard

    Workhuman Head of Product Marketing • 4y

    The best way to get a handle on the success rate of your enablement program is to evaluate it both quantitatively and qualitatively. On the quant side, it's helpful to do some regular sales surveys around satisfaction, whether that's quarterly or after every launch. On a scale of 1-10, how confident do reps feel speaking about new features or going up against competitors? You should also pull metrics like competitive win rates to get a broader view of how sales is performing overall. Qualitative ...Read More

    1,590 Views
  3. Ambika Aggarwal
    Ambika Aggarwal

    Ironclad VP of Product Marketing • 1y

    Enablement should ultimately help move revenue metrics, but you also need leading indicators.

    • Leading indicators:

      • Content usage rates (are reps using the assets?)

      • Completion and certification on training

      • Rep confidence scores (pre/post training)

    • Lagging indicators:

      • Ramp time

      • Deal conversion rates by stage

      • Win rates

    896 Views
  4. Amanda Groves
    Amanda Groves

    Zywave VP of Product Marketing | Formerly Crossbeam, 6sense, JazzHR, Imagine Learning, Appsembler • 2y

    Measuring the success of your enablement program involves: Sales Performance: Revenue growth, win rates. Adoption: Adoption rate, usage data. Training: Certification completion, training completion. Sales Behavior: Activity metrics, engagement quality. Feedback: Sales rep and customer feedback. Competitive Analysis: Win-loss against competitors. Time-to-Competency: Onboarding time. Customer Success: Customer satisfaction. Alignment: Sales and marketing alignment. ROI: Cost vs. revenue generated. ...Read More

    687 Views

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