Roadmap Report

Measuring Revenue Enablement: Sales Communications Effectiveness Defined

A Roadmap For Adopting Forrester’s Revenue Enablement Measurement Model

March 25th, 2024
With contributors:
Mike Pregler , Eric Zines , Kathleen Pierce , Justin Ferguson , Kate Pierpont

Summary

This is the fourth 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 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 will empower them with a powerful growth tool. This report interprets the model around defining sales communications effectiveness.

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