Best Practices for Measuring the Impact of Sales Enablement
Sales enablement leaders aim to ensure sellers have the skills, knowledge, process expertise and access to assets required to be effective in customer interactions. In addition, they (along with sales operations) focus on enhancing sales rep efficiency. Therefore, in addition to measuring what sales enablement does, practitioners must also measure the impact of their efforts on sales results and productivity. To measure success, enablement work must be divided into seller deliverables and the impact of these deliverables on business outcomes.
In this webinar, Peter Ostrow, VP/Principal Analyst with Forrester SiriusDecisions, prescriptively breaks down how to task your organization’s sales enablement function with appropriate benchmarks for success.
- Clarify why sales enablement efforts should be measured
- Identify the program-centric measurements that are most effective in determining whether sales enablement is meeting its objectives
- Learn how to measure common sales enablement activities that comprise the core programs sales enablement delivers