How Sales Enablement impacts 💡 “3 Metrices” in a B2B company?

Here’s the summary of how “enabling” Sales team will impact the $ Revenue across 3 Metrics :-

1. Performance

2. Proficiency

3. Productivity

✅ 1. Performance

“Organizational health” drives Sales Performance!

Tracking components of organizational health—including diversity, culture, and employee engagement—as a measure of talent acquisition and retention leads to business benefit.

🎯 +6 Point improvement in win rate when seller satisfaction and morale are quantified.

✅ 2. Proficiency

Training & Coaching towards “behaviour change”

When training and coaching efforts are guided by a focus in behavior change or competency improvement—and progress is tracked—the reps and top-line of the business see impact.

🎯 +7 Point increase in rep quota attainment when behavior change is the focus of training and coaching.

✅ 3. Productivity

Landing corporate initiatives with “sales plays”

Tracking the effectiveness of sales plays can help ensure reps deliver the right messaging to buyers in a way that resonates and entices them to move forward, so it’s no surprise that being effective in this area results in higher win rates.

🎯 +8 Point improvement in win rate when businesses are effective in their ability to track sales plays.

Source – Sales Enablement Analytics Report 2020-2021

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