Skip to content

THE SEISMIC SPRING 2022 RELEASE IS HERE. Learn More

CHOOSE YOUR LANGUAGE

  • English
    • Enablement Cloud

      Meet the unified solution that’s igniting revenue growth for customer-facing teams.

      Learn More
    • PRODUCTS

      • Sales Content Management
      • Learning & Coaching
      • Buyer Engagement
      • Content Automation
      • Strategy & Planning
      • Enablement Intelligence
    • PLATFORM

      • Platform Overview
      • Integrations
    • What is Sales Enablement?

      New to sales enablement? No problem. Learn what it is and why it matters here.

      Learn More
    • USE CASES

      • Sales Enablement Teams
      • Sales Teams
      • Marketing Teams
    • INDUSTRIES

      • All Industries
      • Asset Management
      • Banking
      • Healthcare & Life Sciences
      • Technology
    • Read Their Stories

      Read how global customers from all different industries thrive with Seismic.

      Read Their Stories
    • CUSTOMER STORIES

      • Genesys
      • Deluxe
    • FOR OUR CUSTOMERS

      • Seismic University
      • Seismic Community
    • About Us

      Discover who we are, what we value, and how we work at Seismic.

      Learn More
    • ABOUT SEISMIC

      • Careers
      • Leadership
      • Diversity & Inclusion
      • Partners
      • Aftershock Store
      • Contact Us
    • NEWS

      • Newsroom
      • Analyst & 3rd Party Reports
      • Shift 2022
    • Sales Acceleration

      Explore best practices for onboarding, ramping, and upskilling your sellers.

      Learn More
    • WHAT'S NEW

      • Blog
      • Events & Webinars
    • COLLECTION HUBS

      • Resources Center
      • Enablement Explainers
      • AI-Guided Selling
      • Social Selling
      • Financial Services
      • Buyer Engagement
  • Get a Demo
Return to the Blog

What Does Sales Enablement Success Look Like in Real Life?

Sales enablement isn't just a theory or strategic imperative passed down by senior management.

Seismic
Seismic
August 20, 2014

Sales enablement isn't just a theory or strategic imperative passed down by senior management. It's an ongoing series of initiatives, with measurable KPIs, that lead to positive outcomes seen on the P&L.

But searching for real-world examples of sales enablement success can be an exhausting effort because there's not much out there. If sales enablement is alive and well, how are companies measuring its progress? We've pulled together five KPIs that closely track sales enablement success:

  • Content Accessibility
  • Time Spent Creating Content
  • Reducing Churn Rate
  • Content Usage
  • Increasing Upsell/Cross-Sell Rate

We also uncovered seven real-world examples of companies that had sales enablement success as measured by these five KPIs, which we put into a guide, titled Sales Enablement KPIs In Action: 7 Case Studies.

Two real-world success stories of using the Content Accessibility KPI are below:

Content accessibility measures the time sales reps spend searching, accessing, creating and updating content, and it is a powerful indicator of the time saved or lost between sales stages. By improving the sales teams ability to access the right content and resources, reps will be able to engage productively with their customers and simultaneously free their time to manage more sale opportunities.

How to Measure: Track and monitor the time spent between stages to access (or create) and deliver content. Login data from the content management system can be tracked and should show an increase in access and downloads. This should impact the time between sales stages and help make the sales team more efficient. For instance, is a contract generated and sent from within a meeting rather than returning to the office, spending 4 hours building the document, and sending it days later?
 

Example 1: One of the world’s largest providers of financial services was looking for a selling tool to help manage presentations that sales reps could easily present on their iPads. Seismic was able to do not only this but dynamically generate their collateral in the matter of minutes as well. This company had little mobility in the workplace and often spent a great deal of their time locating and building presentations.

ROI: This company’s sales team could now access the right content and resources to help increase productivity with their buyers and customers while simultaneously freeing their time to manage more opportunities.

Example 2: The Healthcare subdivision of a Fortune 10 company was stuck manually building health plans for all customers, which was wasting many hours of labor. Account information had to be manually entered, and was often out of date.

ROI: Healthcare reps are now able to save 5-10 hours of manual work per month by automating plans through Seismic. In turn, professionals have noted more selling opportunities for its 100+ sales reps, translating into hundreds of hours saved per year. Meetings also run more fluently because people have accurate, timely data in front of customers.
 

To see case studies of the remaining four KPIs, check out the guide by clicking below. We hope you find these real-world case studies helpful in making your sales enablement initiatives measurable and achievable!

  • sales

Related articles

Illustration of a woman pointing to displayed analytics.

5 reasons to use sales content management software

Did you know sales reps spend 440 hours searching for content each year?
Read More: 5 reasons to use sales content management software
Illustration of a woman making notes on a laptop and looking at analytic results.

How to uncover the truth about your sales content

Understand how and when your content is used.
Read More: How to uncover the truth about your sales content
Illustration of a seated woman pointing to large chart display.ing to

How companies can drive revenue growth through smart enablement

4 tips to help navigate digital and hybrid sales cycles
Read More: How companies can drive revenue growth through smart enablement

If you made it this far, we must be striking a chord.

Get a Demo
Seismic
  • Product
  • Seismic Enablement Cloud™
  • Sales Content Management
  • Learning & Coaching
  • Buyer Engagement
  • Content Automation
  • Strategy & Planning
  • Enablement Intelligence
  • Solutions
  • Sales Enablement Teams
  • Sales Teams
  • Marketing Teams
  • Resources
  • Blog
  • Resources Center
  • Trending Topics
  • What is Sales Enablement?
  • What is AI-Guided Selling?
  • What is Social Selling?
  • Integrations
  • All Integrations
  • Google
  • Microsoft
  • Salesforce
  • COMPANY
  • Contact Us
  • Careers
ISO 27001 Certified by Schellman
  • © 2022 Seismic
  • Terms of Use
  • Privacy Policy
  • Follow us on Linkedin
  • Follow us on Instagram
  • Follow us on Twitter
  • Follow us on YouTube
  • Follow us on Facebook