What's the most reliable way to measure performance of intangible sales enablement (such as training, objection handling, trap setting)?
For instance, it's easy to jerry-rig performance to a one-sheeter that was sent in the course of a deal, but I'm having trouble finding ways to measure performance for intangible efforts that improve sales performance but isn't easily attributable to revenue.
JFrog SVP Product Marketing | Formerly Twilio, Cisco, Intuit • 4y
Not everything we do is measurable and this is especially true for PMMs. Unless there is a compelling reason to measure every aspect of sales enablement, I would not su...
1714 Views
AlertMedia Vice President Product Marketing | Formerly TrustRadius, Levelset, Walmart • 3y
Qualitative measures require qualitative assessment. I don’t see a way around spending time listening to calls (at 1.75x speed of course) :) The best way to measure perf...
416 Views
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HubSpot Marketing Fellow - Partner GTM & Product Readiness • 3y
Great question. When it comes to measuring objection handling: Leverage a conversation intelligence tool such as Gong, where you can report on keywords within sales cal...
1786 Views
The best way is to use sales feedback to show improvement over time. You can easily do that by measuring things like sales confidence using a survey to show performance i...
323 Views
Sanity.io Director of Product Marketing | Formerly Twilio, SendGrid • 4y
A mix of qualitative and quantitative data is always the gold standard. For training, take time to connect sellers both before and after trainings to ask what questions...
346 Views
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