The Importance of Sales Enablement Data
In order to demonstrate the impact of sales initiatives and your sales enablement function overall, put results in a language that always resonates with stakeholders: data. Effective sales enablement leaders know how important it is to be able to determine the ROI of their efforts; therefore, they make the relevant metrics to be achieved (i.e., stakeholders’ expectations to be met) a priority rather than an afterthought.
Measuring the impact of sales enablement is essential to prove how sales enablement has helped reach company goals, increase revenue, or retain salespeople. Demonstrating the potential ROI for sales enablement initiatives, or the concrete impact of concluded sales enablement projects, can help secure buy-in and establish sales enablement as a strategic business partner. To uplift the authority and importance of sales enablement as an industry and within organizations, sales enablement practitioners must work collectively to establish robust sales enablement analytics in the areas that are proven to drive significant business impact.
In some shape or form, all sales enablement teams should track metrics relating to productivity, learning programs, onboarding, and sales rep competencies, however deeper metrics should vary based on your organization’s objectives and processes. Learn how to identify and measure key metrics to demonstrate the business value of sales enablement.