How do you track internal adoption of sales enablement?

I'd break this question out into two separate ones: 1) How do you track internal adoption of sales enablement content? and 2) How do you track internal adoption of sales enablement? 1) How do you track internal adoption of sales enablement content? (heard quite often) If you have a tool (e.g. CMS, other platform, intranet, etc.), Most tools will have several metrics built-in or capable of being extended: Clicks / Downloads Social Feedback Comments Reports If you don't have a tool, Sales surveys ...Read More

I meet with the sales leaders and sit with the AEs on a regular basis to understand what’s useful, how they’re using the enablement materials, and where the gaps are. Even though sometimes we think we’ve done a ton of training on a certain topic (new feature launch, competitor), if it’s not relevant for sales in the moment, they might not remember the training or that we even have certain assets to help them. At that point, PMM can join smaller team meetings to review material and/or hold anothe ...Read More

This is tough to measure quantitatively without tooling in place to track how often collateral is used, so if that's an option for you, start there. Then be curious about what assets are used most often because they're familiar/readily available, and what assets are actually the most strategic. Without tooling, the goal is to create regular (e.g., quarterly) opportunities for your sales team to provide feedback on what they use and why. This doubles as an opportunity to reinforce everything that ...Read More

In addition to the above, since most companies are already using SFDC, there is a feature/plug-in SFDC - called altify where you could align content for sales based on type of accounts / segments etc which would include all the things they might need for a successful first conversation - slides, 2 pager, challenger framing (if you are using challenger methodology), vertical insights etc. This is almost like "just-in-time" sale enablement.  We were close to implementing it at Brocade with Sales a ...Read More