Summary
Revenue enablement leaders often struggle to gauge the success of their function. Forrester’s Revenue Enablement Measurement Model guides leaders through a cadence of measuring activity that is driven by two key tenets: measuring enablement at the initiative, not the functional level; and focusing less on poorly correlated lagging indicators and more on leading KPIs. In this report, we analyze data from Forrester’s 2021 Sales Enablement Society Survey to demonstrate how revenue enablement leaders can segment B2B seller and enablement cohorts using five measurement approaches, score their results, and then use those insights to inform action plans.
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