Best Practice Report

Maximizing Rep Lifetime Value Across The Sales Talent Lifecycle

January 1st, 2018
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock

Summary

Revenue enablement leaders are responsible for a wide range of programs that focus on increasing the productivity of sales reps. Prioritization of programs based on return-on-investment criteria, while ideal, is not always easy to achieve. While the intrinsic value of the enablement function is understood by senior organizational leadership, frequent debates inevitably arise regarding how much personnel, funding, and technology should be allocated to various enablement programs. In this report, we introduce a data-driven construct that empowers enablement to quantify its positive impact on the productivity of individual quota-bearing reps, specific sales teams, and the organization as a whole.

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