All sales organizations incorporate metrics into day-to-day management. It provides visibility on how the sales team is performing. And serves as a barometer on when change may be needed.
For Sales Enablement, metrics indicate whether the actions being taken are having an impact. Sales Enablement must be driving effectiveness and improvement within the organization. Metrics are needed to tell teams whether or not that is being achieved.
But what metrics tell that story? How do Sales Enablement teams determine their performance relative to goals?
Download this report to find out. In the report the top Sales Enablement metrics are listed. And outlines why these metrics should be tracked. Read the Sales Enablement section for specifics on these metrics.
Sales Enablement requires more than 3 metrics to validate, or invalidate, their effectiveness. But the metrics below are ones which all Sales Enablement functions should consider.
Continue reading for details on 3 essential metrics all Sales Enablement teams should track.
3 Essential Sales Enablement Metrics
- Ramp Time
What is it? Ramp time is defined as the time required until full productivity in a role.
How do you track it? Ramp time is tracked by comparing two key points. Those are:
1. A rep’s start date.
2. The first month where their run rate towards quota is at least 100%.
For example, Rick the sales rep starts on January 1st. May 1st is the first month where he is tracking towards 100% quota achievement. Thus the ramp time would be 5 months (May 1st – January 1st).
Why should you track it? Knowing ramp time is critical to a sales team’s success. And impacts many parts of a sales team. It impacts parts such as new hire sales training and Sales Management coaching curriculums. Ramp time is an indicator for Sales Enablement effectiveness. If ramp time is decreasing then Sales Enablement is executing effectively. They are performing the right actions ramping new hire reps.
2. Process Adoption
What is it? Process Adoption tracks whether the field sales team is adopting key processes. The specific processes will vary by organization; an example is Sales Process adoption.
How do you track it? Tracking Process Adoption is pretty straightforward. Most commonly this is done through gamification. The use of gamification to track and monitor adoption is very effective. This is because it is easily measurable. This process provides visibility into whether people are exhibiting the right behaviors.
For example, you are running a game centered on the adoption of a Sales Process. One way reps earn points is by tracking stage progression in the CRM. You can infer who is adopting the process, and who isn’t. This is done by measuring points accumulated by the participants.
Why should you track it? Sales Leadership will want to know if the team is adopting key processes. Sales Enablement must provide that visibility to the management team. Additionally, tracking Process Adoption indicates to Sales Enablement where, and what, training is needed. For example, low adoption on the Sales Process indicates additional training is needed there.
- Sales Turnover
What is it? Sales turnover is the amount of reps who leave a field sales position.
How do you track it? Sales turnover is tracked by comparing:
- The number of people exiting a role.
- The total number of people in the role.
For example, there are 100 sales reps in an organization. At the end of the year 20 sale reps have exited the company. The turnover rate is thus 20%.
Why should you track it? The metric should be tracked as it’s a key indicator of sales organization health. High turnover can prevent the sales org from hitting their revenue number. Sales Enablement must be aware of any turnover issue. Part of their responsibility is to prevent this from occurring. Should there be an issue then Sales Enablement must dig in. And it must be Sales Enablement to develop a solution to the problem.
Is your Sales Enablement team tracking the above metrics? If not, then you likely have some blind spots.
Sales Enablement must track metrics in order to spot problems early and course correct. They are the ones responsible for ensuring the sales team executes their job effectively.
Download this report. Make sure your Sales Enablement team is tracking the right measures for success.