Monitoring Sales Enablement Platform Effectiveness
One of the biggest advantages of companies with successful sales enablement strategies is their ability to maintain focus. From content mapping through launch and optimization, they’re clear on why they invested, where they’re going, who is involved, and the steps required to reach their goals. Today we’ll share a framework for how they do it, courtesy of the Highspot services team.
Platform Value Drivers
Revenue: your sales reps live by it, your marketers are scored against it, and your C-suite monitors it daily. Illustrated below is a depiction of the ways sales enablement contributes to this all-important metric.
One of the reasons we like this value pyramid is that it applies equally to sales and marketing teams. For example, at the foundational level, the ability for sales teams to quickly access the content they need is a reflection of how easy it is for marketing to make all of their company’s best-performing content available on a single platform. At the next-highest level, platform usage is directly related to the positive experiences and success of other users from both marketing and sales. At the top, customer engagement is a clear-cut indicator of whether or not platform features are capable of driving the revenue – and value – anticipated from any sales enablement investment. Finally, all activities lead to increased revenue, the ultimate KPI for sales and marketing. Continue reading article ›