In our last webinar, we looked at some of the challenges of ramping reps in Q3 and Q4 to hit your annual quotas.
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.
Do you know how to measure training effectiveness metrics?
Do you know what needle you need to move to drive business impact?
You might have a long ramp time. Maybe you want to show that you're improving it, cutting it down. But you can't always wait six months to stand in front of your VP of sales to show, “Hey, our onboarding is getting better.”
So what do you do? Today, we’re going to give into how to measure training effectiveness metrics.
Any good sales rep will tell you – the most valuable resource they have is time.
Which is why it’s absolutely critical to both understand and improve your sales productivity.
And sales enablement is the team best poised to help.
What if you could improve ramp time by 5-20% next year? What financial impact would this have?
What metrics should you be measuring specifically to really determine if your sales onboarding program is actually succeeding?
All right, hear me out here. I am really tired of listening to sales enablement managers, or any sales leader for that matter, talking about certifications as the be-all, end-all of sales onboarding.