One of the main purposes of any sales enablement strategy is to help your sales and marketing teams become more efficient and effective in their performance. To assist in the operational integration of said functions, Seismic previously published The 12 Must-Have KPIs of Sales Enablement. This guide details and measures the 12 key performance indicators that will help establish a successful conversation process for any sales or marketing team.
The guide focuses on three organizational goals: improving customer service, increasing revenue, and increasing profitability by reducing cost.
Organizations then translate these goals into strategic imperatives that the business functions are responsible for executing, like shortening the sales cycle, reducing the cost of customer acquisition, and increasing customer lifetime value.
Beyond dissecting all 12 KPIs, the guide emphasizes why each one is essential to the sales enablement process and how it is measured. Each is initially categorized according to which strategic imperative it will have the greatest impact on and then further classified as a measurable component of the sales and marketing team’s efficiency or effectiveness.
For example, reducing customer churn rates and increasing cross-sell/upsell rates are listed as effective KPIs for increasing customer lifetime value, while ranking by time urgency and content accessibility are efficient KPIs for shortening the sales cycle. However, like any metric, consistent tracking and accurate reporting are imperative to establishing replicable processes and, inherently, wins.
Shortening the sales cycle, reducing the cost of customer acquisition and increasing the customer’s lifetime value are more than just organizational goals, they are essential to maintaining a high level of success over the long term, and with the implementation of these 12 KPIs of sales enablement, undoubtedly achievable.