Quick answer: Sales enablement should be measured on the sales metrics it exists to move: win rate, average time to close, average contract value, and the share of reps making quota, plus the trend on each. Attendance, completion rates, certification pass rates, and...
Quick answer: A compounding sales org is one where the system, not the people, delivers the number. The work is defined, used the same way by everyone, and measured, which makes performance repeatable and problems traceable. When win rate slips, the organization can...
Quick answer: A peacock sales org produces genuinely high-quality enablement work that does not change business outcomes. The program is well designed, well delivered, and well received, scoring highly on satisfaction and completion, and six months later win rate,...
Quick answer: A random sales org runs a high volume of enablement work that is not connected to any business number. New messaging, a workshop, a certification, two tools, an AI pilot, a battlecard project, all defensible on their own and none of them pointed at win...
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