I recently chatted with my LevelJump colleague Adriana Romero, Director of Enablement Solutions, in a live webinar about which enablement metrics you need to be paying attention to in 2021.
Here’s what you need to know.
We started by looking at some consumption metrics most enablement teams use, such as content views, video plays, course completion rates, quiz scores, and badges earned. While they all have a place in the enablement metric family, Adriana pointed out that they won’t tell you if someone knows how to overcome objections or position a value proposition. In other words, these don’t really nail down how much the needle moves. And that is what leadership teams want to see.
How do we know if we are moving the needle? How is enablement making people productive? Look at the sales process and where enablement can have an impact. What did the managers want to impact? Executives want to measure the time to revenue of a new hire and these were manageable metrics that create a solid overview of productivity.