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!