Which KPIs do you typically use to track sales enablement success?

I’ll break this down into 2 parts even though this might be simplified after all sales enablement likely will have multiple parts depending on importance of product. Whether sales has received the information Attendance rates, Tests/Quizzes to capture main points, engagement rates during the training, feedback post the training and % of sales force trained Whether sales has activated post the training which might take longer Adoption of product/recommendation  Revenue growth attributed to the pr ...Read More

There are 2 main ways of tracking for success: Consumption Metrics and Outcome Metrics Consumption metrics -- these metrics should be shared/co-owned amongst Enablement, PMM, and Content teams  Content views Collateral usage Quiz scores (used as an Enablement metric when rolling out new messaging) Outcome metrics -- these are more Enablement specific metrics, but PMM should definitely be attuned to how new launches and especially new product positioning affects these metrics Win rate Deal size D ...Read More

The above are great. A few more things to add on sales enablement  - if you have channel partners, you should include them in your sales enablement plans. Include their feedback, usage, deals closed as well.  - In sales training - depending on the levels of different sales folks, some may be able to call on to executive leaders while some call mid-level management - depends on their comfort and relationships. I would also group the sales team and serve up different types of trainings as well.  - ...Read More

The most important KPI is closed won business. If your sales team knows to whom, how, what and at what time to sell (e.g. when to walk away), you've done your job.  Other internal metrics to consider are: Managers' qualitative review/certification of sales ability to pitch and demo (the demo piece may vary based on the size of your business or product complexity) How often sales teams are using marketing materials in sales cycles, how clear they are to prospects and if any were critical to closi ...Read More