Are You Using the Right KPI's to Measure Your Sales Enablement Program's Success?

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As a small to mid-sized business, gaining a competitive edge and accelerating revenue can be an uphill battle. However, developing a robust sales enablement practice may be the strategic catalyst you need to elevate performance and profitability. Here's a deeper look at this game-changing discipline.

What is Sales Enablement?

At its core, sales enablement harmonizes your marketing, sales, and operational processes to optimize productivity and drive better customer experiences. It ensures sales reps have the right skills, knowledge, and resources to effectively navigate buyers through the sales cycle. For example, a modern sales enablement strategy provides formal training on your product/service positioning, sales methodologies, and effective discovery techniques. It also includes technology solutions to house critical sales assets like presentations, case studies, and product collateral easily accessible in a cloud based library.

Additionally, sales enablement facilitates open communication between marketing and sales. This alignment allows marketers to gather sales intelligence and create relevant, impactful content tailored to distinct customer personas and buying stages.

A Key Opportunity for SMBs

While sales enablement is often associated with large enterprises, its benefits are exponentially valuable for small and mid-market companies as well. Limited resources make it critical for SMBs to ensure each sales engagement is as efficient and productive as possible.

One of our most recent studies found that 59% of organizations who prioritize sales enablement report a higher percentage of sales reps attaining quota. Furthermore, organizations with a formalized sales enablement strategy achieve a 13.7% yearly increase in sales quota attainment.

Tangible Performance Gains

Implementing sales enablement positions your business to realize substantial operational improvements, such as:

Accelerated New Hire Ramp

Sales onboarding programs reduce the time it takes new reps to become fully productive. A mature sales enablement program can cut ramp periods by 34% (SEC Solutions, 2022).

Consistent, On-Brand Messaging

With centralized sales asset management and formalized training, you eliminate reps creating rogue, off-message materials that undermine your brand.

"Every salesperson delivered on-point product discussions aligned with our positioning and value propositions after implementing our sales enablement framework." - National Food Service Corp.

Scalable Sales Mastery

Rather than static training for new hires, sales enablement provides a continuous coaching framework. This reinforcement of best practices helps your team continuously up-level their skills.

"Our sustained program transcended just initial training to drive long-term performance improvements across our global sales force." - Cloud Telecom Provider

Enhanced Customer Experience

When sales and marketing efforts are harmonized around the buyer's journey, customers benefit from a more cohesive, insights-driven experience that meets their education and resolution needs.

Build Your Enablement Strategy

Sales enablement is a cross-functional discipline that may seem daunting to implement for resource-strapped companies. However, even modest initiatives can quickly boost productivity and multiply revenue impact.

Begin with a thorough assessment of your sales team's existing skills gaps, process deficiencies, and sales asset needs. Then prioritize your most pressing requirements and begin building your practice incrementally. Perhaps formalizing your sales methodology and training is step one, followed by a tool to house vital collateral.

Implementing sales enablement is table stakes for optimizing revenue performance, but measuring and analyzing the right KPIs ensures these initiatives move the needle. With ongoing visibility into the areas above, your position will have taken a substantial step towards continually refining your sales enablement program, and being able to focus your investment and resources wisely, and in doing so, generate impactful growth.

The six sales enablement KPIs outlined in this post represent half of a what we believe to be a comprehensive to measuring the performance of your sales enablement effort. By tracking metrics like sales cycle length, content utilization, customer lifetime value and more, your organization gains crucial insights into process inefficiencies, coaching opportunities, and revenue potential.

However, monitoring these and other KPIs is just the first step. The true value comes from taking prescriptive actions based on the performance signals you receive. An experienced sales enablement partner can help interpret your data, benchmark against industry standards, and architect a best-practice program tailored to your unique business needs.

At Sovartis, we've guided forward-thinking companies through comprehensive sales enablement transformations. Our highly skilled experts pride themselves on working collaboratively with your marketing, sales, operations, and other key stakeholders to ensure your targeted outcomes become reality. To whatever degree of support you determine is needed, we can provide assistance in key activities including but not limited to, conducting voice-of-seller and voice-of-customer analyses to help identify and resolve potential sales process friction, help evaluate and invest in the sales enablement platform that best fits your organization's unique needs, develop custom training curricula meant to help build sustainable sales mastery, optimize content management operations for more effective asset creation and utilization, provide ongoing coaching, auditing and continuous improvement initiatives, and more.

Don't limit your sales team's from reaching their full potential any longer. Request a no obligation 30m consultation today to discover how Sovartis' sales enablement expertise can elevate your team's performance, and accelerate your business towards achieving breakthrough growth and success.

Email "I'm Ready" To: info@sovartis.net

Text "I'm Ready" To: 470-231-7252

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