Skip to content

WIR STELLEN VOR: DIE SEISMIC ENABLEMENT CLOUD™ Mehr erfahren

CHOOSE YOUR LANGUAGE

Deutsch
Deutsch English Français
    • Die Seismic Enablement Cloud

      Entdecken Sie die Komplettlösung, die das Umsatzwachstum für Ihre kundorientierten Teams vorantreibt.

      Mehr erfahren
    • PRODUKTE

      • Sales Content Management
      • Learnig & Coaching
      • Buyer Engagement
      • Content-Automatisierung
      • Enablement Strategie & Planung
      • Enablement Intelligence
    • PLATTFORM

      • Plattformübersicht
      • Integrationen
    • Was ist Sales Enablement?

      Neu beim Sales Enablement? Kein Problem!

      Mehr erfahren
    • USE CASES

      • Sales Enablement Teams
      • Sales Teams
      • Marketingteams
    • BRANCHEN

      • Alle Branchen
      • Asset Management
      • Banken
      • Healthcare und Life Sciences
      • Technologie
    • Zu den Kundenstories

      Erfahren Sie wie Kunden weltweit mit der Seismic Lösung Erfolge erzielen.

      Zu den Kundenstories
    • KUNDENSTORIES

      • Genesys
      • Deluxe
    • FOR OUR CUSTOMERS

      • Seismic University
      • Seismic Community
    • Über uns

      Seismic - wer wir sind und wie wir arbeiten

      Mehr erfahren
    • ÜBER SEISMIC

      • Karriere
      • Leadership
      • Diversität und Inklusion
      • Partner
      • Aftershock Store
      • Kontaktieren Sie uns
    • NEWS

      • Presseportal
      • Analysten- und andere Reports
      • Shift 2022
      • WHAT'S NEW

        • Blog
        • Events & Webinars
      • COLLECTION HUBS

        • Ressourcen-Center
        • Enablement Explainers
        • KI-gestützter Vertrieb
        • Buyer Engagement
    • Demo anfordern
    Zurück zur Übersicht der Blogs
    Trends & Analysen

    The art of the possible: How to measure sales enablement ROI

    Metrics that matter to CROs

    Ed Calnan
    Ed Calnan
    Co-founder, Seismic
    Mai 18, 2021

    So, your company recently invested in a Sales Enablement Lösung unbedingt vorhanden sein sollten.. Now what? Of course, there are obvious first steps like onboarding sellers and migrating content, but what comes next?

    As is the case with any sales technology solution, once it’s up and running, my question as a CRO is, “Is it making my sellers more effective?” You’ll eventually need to measure and demonstrate its return on investment (ROI).

    But how do you actually go about evaluating sales enablement ROI?

    In the Seismic Annual Sales Enablement Benchmark Report (2021), we found that the answer isn’t always easy. Just 68% of all the companies surveyed expressed confidence in the data they use to track the effectiveness of their sales enablement efforts. 

    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 is generated by your sales enablement solution can be used to measure content effectiveness. But, in order 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. 

    “If nobody is using it, you are either wasting your money or have done a poor job with rollout and training and need a reboot.”

    CMO, Brand Management Company

    In the survey, 52% of respondents reported that their sellers had fully adopted their sales enablement solution. That figure increases to 64% among Visionaries. 

    Seismic’s sales enablement solution provides robust platform analytics to monitor adoption and other critical metrics. It also captures data on content performance which provides more insight into sales enablement ROI. 

    How content influences sales cycles and revenue

    Customers are more inclined to do business with sellers who deliver highly personalized content experiences. 

    The vast majority of Visionaries expressed confidence in the data they use to measure content effectiveness. So, what metrics do they use to measure success and identify areas of improvement?

    These metrics contribute to a better understanding of sales enablement ROI by revealing which content is popular with buyers, as well as sellers. 

    Knowing what content is accessed by sellers is valuable to marketers, because it indicates the content sellers value the most. Gaining insight into what content influences opportunities and revenue empowers sellers to use top-performing content to accelerate sales cycles win more deals.  

    These metrics matter for a variety of reasons, but ultimately, they’re valuable because they enable sellers and marketers to make insights-driven content decisions.

    Revenue is the best marker of ROI

    Adoption and content effectiveness metrics help enablement leaders measure ROI. They also help other parts of the go-to-market (GTM) organization identify trends and patterns that underpin success.

    Seismic’s Benchmark survey found that enablement Visionaries use these insights to scale best practices from their most successful sellers across the organization. 

    Organizations with more mature enablement practices track a variety of metrics to evaluate ROI. The data they capture allows them to drive new efficiencies and increase revenue. 

    Visionaries in our study reported that their companies achieved 121% of their quota in the past fiscal year. 43% of Visionaries also noted that their companies rated in the top 10% in their industry in customer satisfaction as measured by net promoter score (NPS). 

    If you’d like to learn more about how Visionaries leverage sales enablement as a strategic business enabler, check out the study results. 

    • content analytics
    • enablement
    Ed Calnan
    Ed Calnan
    Co-founder, Seismic
    Ed is a co-founder of Seismic, previously serving as CRO until becoming a strategic advisor to the company in February 2022. He has more than 20 years of sales leadership experience from ADP, Thomson Financial, S&P and EMC. Ed is highly regarded among sales and revenue leaders in technology, and in 2016, he was named a Top Boston Startup Founders Over 40 by Tech.co.
    LinkedIn

    Weiterführende Artikel

    5 tips for building your personal brand in 2022

    How you can use social media to grow stronger relationships
    Mehr erfahren: 5 tips for building your personal brand in 2022
    Illustration of a man thinking

    How to rethink your enablement strategy for 2022

    Why you should make enablement a strategic priority
    Mehr erfahren: How to rethink your enablement strategy for 2022
    Illustration of a woman turning on a light.

    Wie sich das Käuferverhalten entwickelt hat und was das für den Vertrieb bedeutet

    3 Tipps zur Anpassung an die neue Normalität
    Mehr erfahren: How buyer behavior has evolved and what it means for sales

    Wenn Sie es bis hierher geschafft haben, müssen wir einen Nerv getroffen haben.

    Demo anfordern
    Seismic
    • Produkte
    • Seismic Enablement Cloud™
    • Sales Content Management
    • Lernen & Coaching
    • Buyer Engagement
    • Content-Automatisierung
    • Strategie & Planung
    • Enablement Intelligence
    • Lösungen
    • Sales Enablement Teams
    • Sales Teams
    • Marketingteams
    • Ressourcen
    • Blog
    • Ressourcen-Center
    • Trend-Themen
    • Was ist Sales Enablement?
    • Was genau bedeutet KI-gestützter Vertrieb?
    • Erfolgreich mit B2B Social Selling
    • Integrationen
    • Alle Integrationen
    • Google
    • Microsoft
    • Salesforce
    • UNTERNEHMEN
    • Kontaktieren Sie uns
    • Karriere
    ISO 27001 Certified by Schellman
    • © 2022 Seismic
    • Nutzungsbedingungen (en)
    • Datenschutzerklärung
    • Follow us on Linkedin
    • Follow us on Instagram
    • Follow us on Twitter
    • Follow us on Youtube
    • Follow us on Facebook