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Digital Panel - March 8, 2021

Metrics that matter

2020 brought new challenges for organizations, and exacerbated ongoing ones. Figuring out how to make training consistent and effective, dealing with rapid growth and expansion, and gathering and implementing feedback have been constant challenges for sales leaders. How can we keep our teams efficient, evolving, and innovative with old and new challenges weighing us down?

At the center of these challenges is a need for readiness. Data-driven-readiness gives you the ability to measure, reflect, implement, and take action that matters, so your organization is ready for anything. 

We sat down with Brainshark to discuss how metrics that matter, produce results that matter. Check out the recording for tactical, practical tips that you can enact at your organization today.

A huge thank you to John Allain (Director of Mid-Market Sales @ Brainshark) and Melissa Stewart (Sales Enablement & Training Manager @ Introhive) for joining MSP's Richard Sgro (General Manager @ Modern Sales Pros) for this incredibly informative session.


Topics

  • Common pain points sales teams face and the metrics that drive them

  • How to use metrics to identify areas for growth

  • Using metrics to work towards your revenue goals

  • Tangible ways to drive effective results

Key Takeaways

  • Don’t get hung up on vanity metrics, understand your activities, what they mean, and if they’re actually leading to revenue. What’s effective and produces quality results?

  • Managers create success by creating a culture of collaboration, hosting impactful team meetings, and continuously measuring and adjusting their goals .

  • Metrics the whole company can get behind, besides revenue, are virtual meetings (i.e. the time you’re spending in front of a buyer) and taking care of your internal staff members (hello, ENPS - Employee Net Promoter Scores).

  • Justify expanding your sales enablement team by proving you're adding real value. This value manifests itself in being a tangible value-driver, either as top-line metric growth (i.e. impacting revenue) or you're accelerating metrics (activities that impact revenue).

  • Wonder why your team isn’t hitting their goals? Diagnose AND THEN treat. For doctors, treatment without diagnosis is malpractice - the same goes for sales enablement professionals and revenue leaders.