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Live Digital Panel - September 10, 2020
Mastering Your Sales Data
For this digital panel on Mastering your Sales Data, we were joined by Greg Keshian (Chief Product Officer) and Liz Pulice (VP of Sales Enablement) from Brainshark to discuss how to arm your Sales Enablement team with the right people, processes, and technologies.
What is The Role of Sales Enablement in the Age of Sales Productivity?
What is a scorecard? How can it help you use your sales data?
The goal of sales leadership should be to connect and align your sales practitioners with sales enablement and sales operations. And, these relationships have correlated metrics that can help you track their effectiveness.
Imagine being able to answer the questions "How effective are your sales enablement efforts?" and "How has the pandemic affected your programs?" at the drop of a hat.
Measuring sales enablement efforts against sales productivity will make your enablement programs that much more agile, efficient, and effective, making it easier for your executive team to buy-in based on proven ROI.
If you’re thinking about investing in sales enablement or you just need to prove how effective your sales enablement efforts were in 2020. Using data effectively is how you can track the effectiveness of your programs.
Our key takeaways from the session were -
Sales managers should be looking at performance metrics rep by rep. Don’t just understand the average of your team. Sales managers need to have a window into how each rep is doing in order to have effective coaching conversations.
Sales Enablement is a combination of efficiency and effectiveness metrics.
Want to do a deeper dive on Sales Enablement? Here's a metrics glossary you should be referencing.
And, you should be using scorecards to put data in a coachable context. Here's a blog on how to do that.