Experts have found that setting goals improves the performance of employees. By creating goals tied to larger organisational efforts, individuals are more motivated because they understand how their role makes a wider impact. Goals and their corresponding metrics also give managers the ability to track progress and provide ongoing feedback where improvement is necessary. Without measuring success and tracking progress, companies are essentially hoping for the best at the quarter- and year-end.

In their recent Sales Enablement Analytics Report, Sales Enablement Pro echoed a similar sentiment. The report found that organisations that established and tracked enablement metrics achieved higher win rates and ROI. However, the research demonstrates you must measure the right metrics to make a real business impact.

Tracking Proficiency Metrics

Take, for instance, sales proficiency metrics. Sales proficiency encompasses many areas including onboarding, training, coaching, and sales talent acquisition and retention. Revenue teams need the right tools and knowledge to successfully engage customers and close deals. Without a strong foundation beginning with onboarding, companies jeopardise the potential of their talent. To positively impact proficiency, enablement needs to approach metrics through the lens of sales competencies, skill improvement, and behaviour change rather than counting the number of activities. Below, you’ll find the top-tracked proficiency metrics and how they correlate to positive business outcomes.

business impact of sales proficiency metrics

Tracking Productivity Metrics

Boosting productivity is at the top of the priority list for most enablement practitioners. But what does it really mean to boost productivity? For example, salespeople are often inundated with information, assets, and tools meant to help them. But without guidance on what, when, where, and how to use information, sellers risk spending time and effort in areas or activities that don’t yield results.

What’s harder is that activity metrics on their own will not move the needle when it comes to sales productivity. Productivity is an equation that requires both efficiency and effectiveness. Enablement practitioners must also do the analysis necessary to assess true sales productivity. Greater business impact depends on it.

business impact of sales productivity metrics

As companies increase their investments in sales enablement, stakeholders now have a strong desire to understand which metrics are driving positive results. The Sales Enablement Analytics Report provides effective strategies for measuring enablement success across three main areas: Performance, Proficiency, and Productivity.

To learn which sales enablement metrics are driving tangible business outcomes, download the full report, here.

Marissa Gbenro

Marissa Gbenro is the former Content Marketing Director at Highspot with over 8 years of experience driving growth and engagement across various industries. She’s built a reputation for crafting impactful content strategies that fuel customer acquisition, boost retention, and strengthen brand loyalty. Known for aligning content with business goals, Marissa consistently delivers measurable results through storytelling that connects and converts.

Related Resources

10+ sales follow-up email templates and examples
Blog
10+ sales follow-up email templates and examples
Learn how to write sales follow-up emails that boost replies and get access to ready-to-use templates that can improve sales performance.
The modern sales tech stack: Essential tools for 2025
Blog
The modern sales tech stack: Essential tools for 2025
Building a revenue-generating B2B sales technology stack requires a coordinated effort among GTM leaders to find and invest in the right tech.
How manufacturers can accelerate training for a new era of domestic production
Blog
How manufacturers can accelerate training for a new era of domestic production
Accelerated training helps manufacturing sales reps master products, meet buyer needs, and drive success in a changing market.