4-Step Guide to Measuring Sales Enablement Impact
“Less than 50% of organizations have a formal document/charter to guide enablement’s role/function.”
If you answered, “Yes I am!” – you’re far from alone. According to Garnter, less than 50% of organizations have a formal document/charter to guide enablement’s role/function.
In addition, our research revealed that less than 25% of sales orgs are directly measuring sales behaviors.
When goals are defined for enablement, they often focus on lagging indicators, such as increased revenue and margins, transaction size and number of deals won. This focus on lagging indicators hinders enablement’s ability to showcase its efforts.
Apply this 4-step framework to highlight enablement’s true impact.