Roadmap Report

Measuring Revenue Enablement: Maximizing The ROI For Sales Onboarding

A Roadmap For Adopting Forrester’s Revenue Enablement Measurement Model

March 25th, 2024
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
With contributors:
Eric Zines , Kathleen Pierce , Mike Pregler , Justin Ferguson , Kate Pierpont

Summary

This is the first of a five-report series that brings the Forrester Revenue Enablement Measurement Model to life. The model introduces a cadence — measuring activity, feedback, adoption, and impact — so B2B enablement teams can track and communicate quantifiable deliverables for every program and responsibility. All four components are essential to address, in sequence, so the end game of impacting seller competence and productivity is attributable to the hard work of enablers. Demonstrating to your chief sales officer (CSO) how effective your enablement function is, and can be, will empower them with a powerful growth tool. This report interprets the model around sales onboarding metrics.

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