Trends & Insights
The art of the possible: How to measure sales enablement ROI
By Seismic — On May 18, 2021
So, your company recently invested in a sales enablement solution. Now what? Of course, there are obvious first steps like onboarding sellers and migrating content, but what comes next?
Once your sales enablement tool is up and running, it's time to make sure it's making your sellers more effective. You'll eventually need to measure and demonstrate its return on investment (ROI).
But how do you go about evaluating sales enablement ROI?
In Seismic's Annual Sales Enablement Benchmark Report (2021), we discovered the answer isn't always easy. Only 68% of the companies expressed confidence in the data they use to track the effectiveness of their sales enablement strategy.
However, 94% of sales enablement Visionaries expressed confidence in their data. In this article, we'll share how Visionaries use data to track sales enablement ROI and, more importantly, why it matters.
Understanding who is using your platform
Platform adoption is a baseline metric used to measure sales enablement ROI. Adoption helps sales enablement leadership understand how many sellers use the solution and how often.
Platform adoption can have a significant impact on a variety of additional metrics. For instance, the data that's generated by your sales enablement solution can be used to measure content effectiveness. But, to generate reliable data, you need more sellers to adopt and routinely use your sales enablement solution.
Platform adoption rates can also help diagnose challenges. If fewer sellers than expected have adopted your platform, you may need to revisit onboarding or provide additional training.
