What’s the best way to measure ramp effectiveness?

It's essential to first understand the expectations of your sales leadership, common denominators between successful reps who achieve those expectations, and availability of data to your enablement program. Here are a couple of questions to ask before you get started in creating a measurement plan: What types of habits do they need to be able to do their everyday work by Day 30-60-90 days? What are the expectations of your leads? Compare this to enablement insights on what can reasonably be achi ...Read More

Begin by baselining critical metrics for new seller success. It could be things like: time to first deal, deal velocity, time to pipeline, etc. Then: Divide new sellers into 'cohorts' Measure their metrics against more tenured seller cohorts Understand trends that support or refute your hypotheses Draw correlation where you see it to infer if your programs are working Causation is near impossible but with large enough data-sets, you can find correlations & trends that will help explain and d ...Read More

Measuring seller ramp is key to understand if your enablement is effective, but it's one factor into the seller's ramp. You need to consider the individual's prior experience, tenure in the organization, understanding of your market and product, as these can all factor into how quickly your new seller ramps in their role. When measuring enablement's effect on seller ramp, consider the following: Benchmark the average time for key seller metrics (whatever those may be for your organization). How ...Read More

You make more succinct: With submissions due last Friday, March 8, we are now shifting to the ‘manager review’ portion of our program. Over the next 2 weeks managers will be reviewing stories & will be serving up their teams strongest submission - Artur is very much looking forward to seeing some ‘gold standard’ storytelling from the field! ChatGPT ChatGPT Submissions closed on March 8. Now, managers will review stories over the next 2 weeks, selecting the best submissions for their teams. A ...Read More