Sales Enablement: Measuring Its Impact

January 1st, 2018

Summary

In sales, everyone talks about getting the close; high-performance teams recognize the importance of examining each activity that lays the groundwork for the close. Many of these activities are driven or facilitated by enablement-related functions, processes, and strategies. Therefore, it’s critical that sales enablement executives measure their own initiatives as well as the function’s support for broader strategic sales moves. In this report, we examine the importance of establishing a scoreboard for the day-to-day operations of sales enablement and explore how enablement can be optimized by incorporating productivity metrics.

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