By identifying key performance indicators (KPIs) before implementing an enablement strategy, your organization can establish benchmarks and track performance over time. We recently published a guide, “Critical Enablement KPIs to Measure Digital Sales Success,” which details the metrics your organization can monitor to measure the impact of its enablement activities.
High-performing enablement programs do three things well—they enable teams, engage buyers, and improve efforts. In this post, we’ll sample three of the KPIs your organization should measure in order to keep a pulse on your sales enablement strategy.
KPI #1: Time spent selling
Let’s be honest—it’s no secret that your sales reps are busy. Between pitches, emails, and team meetings, sellers are strapped for time. Any resource or tool that saves time can potentially restore valuable time that sellers can use to build relationships and sell.
Enablement software helps sellers save time by connecting them with the content and training they need in a single location. And that’s great—but how can your organization measure impact?
There’s only so much time in a day. Awareness of how your sellers spend that time helps understand how much time they can dedicate to selling. The tools that sellers use the most – email, CRM, and enablement software – can help tell the story. If sellers are spending too much time working in several disparate tools, the lost productivity of bouncing between applications could potentially mean time away from client-facing activities.
In order to accurately understand how much time your sellers spend doing certain tasks, we suggest gathering feedback and information directly from the source. By interviewing sellers, you can add qualitative metrics to determine how they spend their days and where they may lose productivity.
KPI #2: Lead quality
Lead generation is valuable to continued growth, but it’s only one piece of the puzzle. Lead quality demonstrates how qualified a buyer is and whether they’re more or less likely to convert.
There are several ways to measure lead quality. Doing so enables your sales reps to identify and focus their efforts on converting the warmest leads. Partnering with marketing to understand lead-scoring methodology like form completions, content downloads, and more also helps determine a potential buyer’s intent.
By prioritizing marketing qualified leads (MQLs), your sales reps can have more productive conversations with qualified leads and use conversion data to optimize lead scoring.
KPI #3: Training and coaching effectiveness
Seller readiness is a key building block for winning new business. Before any deal is won, sellers need to be trained and coached on their industry, products, messaging, and the content they can use to engage buyers at every stage of their customer journey.
Sales leadership needs to know average ramp times, as well as seller performance on certifications and skills assessments. By understanding where each individual seller is in terms of knowledge and awareness, team leads can create personalized training and coaching tracks that ensure every seller is ready to perform at the highest level. Once your sales reps have a benchmark, it becomes easier to track their development and performance over time.
Critical Enablement KPIs to Measure Digital Sales Success
Data, analytics, and continuous improvement are the cornerstone of a successful enablement strategy. Tracking a variety of KPIs helps paint a comprehensive picture of how your organization is tracking against its goals and objectives.
This post included an abbreviated sample of metrics your organization can use to monitor and improve its enablement posture. If you’d like to learn more about enablement KPIs, check out some frequently asked questions below. Or download our guide, Critical Enablement KPIs to Measure Digital Sales Success today!
How can organizations measure the impact of enablement software?
Organizations can measure enablement success by assessing the time spent selling, using tools like email, CRM, and enablement software to understand how sellers allocate their time.
How can organizations evaluate lead quality, and how can sales reps leverage this information?
Lead quality can be evaluated through various methods, such as analyzing lead-scoring methodology, including form completions and content downloads. It’s also important to align with marketing and prioritize marketing-qualified leads (MQLs) for more productive conversations.
When it comes to training and coaching effectiveness, what strategies can leaders use to analyze individual seller readiness?
Sales leadership can assess effectiveness by tracking individual seller readiness metrics like average ramp times, practice scenarios, and skills assessments.
How do benchmarks for seller performance contribute to creating personalized training and coaching?
Benchmarks for sales performance provide a clear understanding of individual strengths and weaknesses. This insight guides the development of personalized sales training and coaching plans with specific goals that align to performance benchmarks. By measuring against these benchmarks, organizations can evolve training to address gaps, provide data-driven feedback, and optimize resources.
