Your sales enablement platform provides lots of benefits to your
business. One of the most important is its ability to track critical key performance indicators (KPIs). A plethora of metrics is available to track, but which ones matter the most? That will depend on our strategic business goals and how you’re using your platform. No matter what you want to achieve, measuring your success is imperative.
In this post, we’ll break down the most critical KPIs to track in your sales enablement solution and what you can learn from them.
KPIs always drive sales and marketing teams. A sales enablement platform is just another source for data to track. There are various KPIs to measure in such a system relating to content performance, closed won business, and the ROI of the platform itself.
When you deploy this kind of application, it’s a good idea to develop a strategy for KPIs. It may look similar to other KPI models but your strategy should:
Now, let’s talk about what to measure. There will be two broad categories: metrics that influence sales and conversions and actual usage of the platform by sales and if it’s improving productivity and efficiency.
Sales KPIs are plentiful; there’s no shortage of opportunities here. However, it’s good to focus on what exactly you can measure in a sales enablement platform. You will only be able to discern the impact of the content within the application and its ability to engage and drive business wins. It can provide some very granular insights for marketing and sales. That’s currently a big gap in the marketing-sales alignment. Most marketers don’t have a holistic view of customer interactions with content, and that can be because data isn’t centralized, but a sales enablement platform becomes a KPI hub.
Some content engagement KPIs to measure include:
By tracking these, marketing can better understand what content nudges a customer to convert then make more of it. This intelligence captured by the platform closes the feedback loop with sales and empowers marketing to develop smarter content.
In this set of metrics, it’s all about discovering if the software is improving workflows and salespeople's performance. They include:
All these KPIs serve many purposes for your organization. They color in so many areas that may have been blind spots before. You can learn how your sales team uses content and other tools to empower their ability to close more deals. They also deliver insights important to marketing strategies and leaders who want to know if their investment in software is making a difference.
A sales enablement platform can be a critical hub for sales and marketing. Its robust features make the relationship more harmonious, but if the system doesn’t support the KPIs that matter the most, you may never know its impact. The most impactful solution tracks and measures with ease, so you can analyze findings and make adjustments for optimization.
If that’s the kind of product you want, then you’ll love vablet. Explore how a sales enablement platform, built to measure and track works by requesting a demo of the platform transforming sales enablement.