December 2017
Intermediate to advanced
390 pages
7h 51m
English
Content preview from Measuring Marketing
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Chapter 109 Sales Enablement
Measurement Need
To determine how effective salespeople are at doing their jobs and getting the work done.
Solutioni
Sales enablement is a comparative measure, assessing if there is improvement in a targeted sales capability arising from new training, practice, and/or more deliberate focus.
Determining effectiveness is based on leading and lagging indicators:
–Leading indicators are measurable variables that provide a clearer line of sight to future performance:
○Example: sales training programs that upskill the field sales force to a recognized industry certification. If the entire sales force undertakes this training, then it indicates the likelihood of improved sales success in the future based on the company’s ...
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