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Description
Sales enablement leaders are typically compensated with variable incentives based on the ultimate lagging indicator: Did the sales team achieve annual quota? But how is their hard work actually measured, judged, and motivated? Too often, their management by objectives (MBOs) are conflated with inputs from other organizational functions that they can't control. In this session, you'll learn how best-of-breed companies focus their enablement efforts around leading, leaning, and learning indicators that clearly result in the outcomes that matter to the C-suite: changes in seller productivity and behavior that directly influence the ultimate end-of-year brass ring — meeting or beating quota.
Key takeaways:
- Determine which leading, leaning, learning, and lagging indicators are best suited to measuring the effectiveness of your organization's sales enablement function.
Target audience level: intermediate
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