Here's a glossary of metrics to reference when thinking about assessing and measuring your sales enablement programs. When looking at data & analytics, be sure to understand what you are measuring, why you are measuring and to whom it matters.
Consumption / Usage / Engagement Metrics |
Impact / Results / Outcomes Metrics |
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# of views (by content type) # of downloads/uploads # of favorites/likes most used resources # of programs launched # of people per program # programs assigned % of program completed (progress) # of programs completed (by manager, by time period) # of time Quiz taken Score Results (practise, pitching, etc) # coaching/ feedback by manager # coaching/ feedback by peers # of certifications (by manager, by stage, by time period) Program net promoter score / survey results Call talk time Call questions asked Call topics and next steps |
Time to first (TTF):Time to first activity Time to first meeting Time to first qualified opportunity (pipeline) Time to first deal Time to 50% quota Time to 75% quota Time to 100% quota Time to first consistent quota attainment (by month/qtr) Time to second deal CRM Metrics by program / cohort (ramped vs ramping) / manager:Sales activity (calls, meetings, etc) Pipeline generated Revenue generated # of deals closed Deal size ($) Conversion rate (%) Cycle length (days) Average # of reps attaining quota Average attainment Average revenue per rep Average opportunities per rep Time to rep profitability |
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