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The 5 Sales Enablement Metrics to Take to Your CRO

February 16, 2021 / by Spencer Grover posted in Sales Enablement, Sales Enablement Metrics & Analysis

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.

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Roadmap for Sales Enablement Revenue Attribution

January 26, 2021 / by Spencer Grover posted in Sales Enablement

Sales enablers need to tie their work to revenue. It doesn’t matter who sales enablement reports to – sales, ops, CRO, CEO, etc... – the function is too prominent, too visible, and most importantly, too expensive to not have a clear line between cost and benefit.

This article is designed to give you the ultimate roadmap to bridge the gap between enablement and revenue. But it’s essential to recognize what I’ve outlined here is a strategy and not a one-and-done method. No single number illustrates the impact enablers have on the bottom line. However, this is the blueprint for putting sales enablement performance directly in context of profit and loss.

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Top 7 Sales Enablement Resources From 2020 You Might Have Missed

December 22, 2020 / by Spencer Grover posted in Sales Enablement

The sales enablement community generated a LOT of content in 2020. And unless you were glued to your monitor reading research reports and ebooks 24/7, odds are you missed a golden nugget or two. 

To make your life a little bit easier, we’ve compiled the best resources on one page. You can bookmark this and have the 2020’s top resources at your fingertips.

Everything you need to launch into the New Year feeling confident is here. From the state of technology to stand out thought leaders with profound insights, these free resources will help your team stand out.

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Four Sales Enablement Predictions for 2021

December 18, 2020 / by Spencer Grover posted in Sales Enablement

2020 threw everyone for a loop, and sales enablement was not untouched. The good news is enablers are more important than ever before. Getting the right message to the buyer at the right time is mission-critical, and for some companies, it will define their survival in 2021.

We’ve analyzed data from the field and gathered the top minds here at LevelJump to predict the top four shifts for 2021. Here we go!

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How to Tie Enablement to Revenue Outcomes in 4 Steps

December 1, 2020 / by Spencer Grover posted in Sales Enablement, Sales Enablement Metrics & Analysis, Outcome-Based Enablement

If you are in sales enablement, you know that marrying your measures directly to revenue outcomes is a never-ending challenge. It is the number one question we get asked on our client calls at LevelJump. Here we break it down for you in four steps that any enabler can follow to tie the two together.

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What Shopify Taught me about Sales Enablement

November 16, 2020 / by Becca Shaffer posted in Sales Enablement

 

I interrupt your regularly scheduled mundane scrolling with precious insights! I recently had the honor to interview Ray Owais, Retail Revenue Enablement Lead at Shopify. Shopify is the leading retail operating system for any size business that has helped 446,005 entrepreneurs sell in-person, online, social media, and even from the trunk of a car.

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How Sales Leaders Can Build a Business Case for Sales Enablement

October 22, 2020 / by Spencer Grover posted in Sales Enablement

Most sales leaders wish that C-level executives would view sales enablement as a necessity, not just an amenity for teams; but to get buy-in from the top can take some work. In a perfect world, enablement would just be a standard line-item on the go-to-market spreadsheet. 

But we don’t live in a perfect world.

It’s often a grueling uphill battle for sales leaders trying to make a case for sales enablement to hard-nosed CFOs and other execs.

All too often, sales leaders are forced to build their case for enablement from scratch — articulate its value, paint a picture of the enablement function, and present evidence why hiring one enabler is better than just pouring that money into even more BDRs.  

If you don't have enablement as part of your current system (but you know it's a good idea - because it IS a good idea), here's how you build a business case for sales enablement so that you can get buy-in from your CFO.

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How to Prove the Success of Your Sales Enablement Program

October 2, 2020 / by Spencer Grover posted in Sales Enablement, Sales Enablement Best Practices, Outcome-Based Enablement

There are several stages involved in implementing a sales enablement program. You need to create a hypothesis, get all stakeholders on board, and roll it out effectively. Once the process is in motion, there's another crucial phase — proving it works. Or, if it's not working, to quickly identify the problem and go back to the drawing board. What follows are some guidelines on how to show that sales enablement is working, and how to make improvements in any areas that need tweaking.

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How to Launch Your Digital Sales Enablement Program

September 22, 2020 / by Spencer Grover posted in Sales Enablement, Sales Enablement Best Practices, Outcome-Based Enablement

There are several key steps to building a successful digital sales enablement program. The most exciting part, however, is actually shipping the program so you can see it in action. The way it’s executed will have a major effect on how it’s received and the results you see. Here are some best practices and common mistakes to avoid to ensure you build a scalable sales enablement strategy that meets your objectives and drives revenue.

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3 Proactive Sales Enablement Strategies You Need To Try

September 18, 2020 / by Spencer Grover posted in Sales Enablement

All too often, enablement managers design programs reactively, based on an ad-hoc requests sales leaders toss their way. It inevitably ends up being random acts of enablement, rather than a deliberate sales enablement strategy.

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How to Run a Content Scavenger Hunt to Drive Your Sales Enablement

September 10, 2020 / by Spencer Grover posted in Sales Enablement, Sales Enablement Best Practices, Outcome-Based Enablement

Who doesn't like scavenger hunts? We'll do you one better: what if the next scavenger hunt could help you save significant resources and play a vital role in your sales enablement process?

That might sound a bit extreme.

But that's exactly what a content scavenger hunt can do. 

Sales enablement is the process of building a comprehensive program designed to provide your sales team with the content and tools they need to close more deals. From training materials and product information, to highly effective email templates, competitor battlecards, and much more, content is an important part of the process to help your team drive more revenue.

But it’s bonkers expensive and takes ages to build. On average, marketers spend about 26% of their budget on content.

So a big part of being an effective enabler is learning to use what you’ve got. And a scavenger hunt can help you surface existing content across your organization, enabling you to leverage it into better sales training and optimization.

That's right: no new content required. Instead, follow these 4 steps to run an effective content scavenger hunt that can lead to almost immediate ROI.

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How To Get Stakeholders To Buy Into Digital Enablement

September 2, 2020 / by Spencer Grover posted in Sales Enablement, Sales Enablement Best Practices, Outcome-Based Enablement

In order to effectively implement digital enablement, it's imperative to get all the essential stakeholders on board. Without buy-in throughout your organization, it will be difficult to roll out your digital enablement strategy. But obtaining the necessary support can seem like a daunting task when you need to convince a diverse group of people, each with their own viewpoints and objections. With the right preparations, however, you can convey the benefits of your position and secure the support you need.

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Why You Need To Tie Sales Enablement To Revenue

August 11, 2020 / by Spencer Grover posted in Sales Enablement

It sometimes feels like sales enablement suffers from middle child syndrome. Leadership is quick to shower sales reps and marketing with attention, and forgets all about sales enablement.

But as a sales enablement manager, if you want your efforts to get noticed, you have to build a business case for yourself. And that means showing your efforts have had an influence on revenue.

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Why You Need To Measure Enablement Against Sales Results

August 1, 2020 / by Spencer Grover posted in Sales Enablement

How do you measure the effectiveness of your sales enablement program?

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The Secret to Managing Millennial sales reps [2020 update]

July 8, 2020 / by Spencer Grover posted in Sales Enablement, Sales Training & Coaching, Sales Enablement Best Practices

Millennials are no longer just a part of the workforce. They are the workforce. 56% of US workers are millennials today, and that number will grow to 75% in the next 10 years.

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Sales Enablement vs Sales Training

September 13, 2019 / by Spencer Grover posted in Sales Enablement

Sales enablement and sales training, while certainly related, are certainly not the same thing.

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8 Signs Your Team Needs A Sales Enablement Program

August 15, 2019 / by Spencer Grover posted in Sales Enablement, Sales Enablement Best Practices

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3 Ways to “Peloton-ize” Your Sales Training Program

April 8, 2019 / by David Bloom posted in Sales Enablement, Sales Training & Coaching, Sales Onboarding, Sales Enablement Best Practices

Peloton is a tech / fitness company launched in 2012 and is reportedly now approaching an $8 billion evaluation. In addition to being wildly successful, they’re the first company to break the SoulCycle cult, surpassing their active users in Q4 2018.

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Your Sales Tech Shopping Spree - A Buyer’s Guide

December 10, 2018 / by David Bloom posted in Sales Enablement, Sales Training & Coaching, Sales Enablement Best Practices, Sales Enablement Technology


 

'Tis the season to be shopping. Not just for your friends and family, but spending some cash to supercharge your sales team.

 

Maybe you have end-of-year budget to spend, or you’re planning your sales tech spend for 2020.

 

Where sales tech should you buy?

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How To Onboard Remote Sales Hires

November 21, 2018 / by David Bloom posted in Sales Enablement, Sales Onboarding, Sales Enablement Best Practices

How do you onboard new sales reps who aren't in the office? That are remote?

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