How do you create KPIs around sales enablement?

I love this question because Sales Enablement is one of my most consistent partners on any initiative. How you measure success of sales enablement really depends on what tools you have in place. Lots of sales enablement tools now have ways to measure usage which can be very helpful. We use Highspot and Workramp at my current company and it allows me to track usage on things like training/resource pages, completion rate on specific enablement tracks, or how often sales is sending out specific sales assets to their prospects. It isn't perfect, there are lots of gaps in the process, but directionally it will show in general if your sellers are adopting what you deliver.

Call listening tools are also amazing ways to track effectiveness of sales enablement. Tools like Gong now have amazing AI and call summary capabilities that can allow you to catch when calls mention specific keywords, assets, discovery questions, demos or anything else that might clue you into uptick in a particular enablement focus.

Beyond capabilities of tools that may be in place, you can never replace good sales feedback. You should have key partners in sales who can help you to listen and learn:

1. What enablements need to happen and what assets to prioritize for your sellers

2. How things are or aren't being adopted and how to continue to adapt and improve upon what you've built

This isn't a list I've personally vetted, but here is Gartner's take on current sale enablement tools if you are looking to adopt something to help with measurement.