Sales is not an easy job. It has its own ebbs and flows. But over time, the process has become better. Sales enablement has changed the game.
What is sales enablement?
Sales enablement provides the sales folks the right tools and information to become better at their job. The information can be anything from best practices to customer data or even tools to better enable various stages of the sales cycle.
But, while sales enablement is the way forward, these are still early days. How exactly can you measure its success? We have Vinoth Kumar, cofounder of Paperflite, to explain the metrics of sales enablement.
“Sales enablement as an initiative has been adopted by businesses of all sizes. From a metric standpoint, it can’t get any simpler. The one thing you want to measure if your sales enablement is working or not is to see your increase in sales productivity. Every other metric is an allied metric,”said Vinoth.
KPIs for sales enablement
Sales productivity is the cornerstone of sales enablement and productivity can be measured by the following metrics:
Increase ability to sell more- If an agent spends say 40 hours per week on sales, can you use the right tools to reduce the grunt work of the agent and instead get them the time to actually sell aka increase active selling time. More time equals to more selling time.
Increase closure rates- Because of the tech and processes you have thanks to sales enablement, can you increase the closure rate as opposed to before putting the processes in place.
Reducing sales cycle- Imagine you took six months to close a sales deal, can you maybe reduce it by two weeks because of sales enablement?
“How efficiently am I reducing my sales cycle? If it took me six months to do a sales deal, can I reduce it by two weeks? That is two weeks of dollar value you have gained for the company,”said Vinoth. “Sales enablement is a journey.”