ºÚÁϳԹÏÍø

Key Takeaways

• Learn how to choose the right enablement projects
• Discover effective methods for measuring training impact
• Understand the importance of aligning enablement with business goals
• Gain insights into designing experiments to prove enablement ROI
• How ºÚÁϳԹÏÍø's just-in-time enablement platform enhances measurement and impact

Are you struggling to demonstrate the value of your enablement programs? You're not alone. Tying enablement and learning programs to business outcomes is a notoriously difficult problem.ÌýIn this comprehensive guide, we'll explore practical strategies to measure the impact of enablement and prove its worth to your company's bottom line.

You can also access this free downloadable template to begin measuring your enablement impact today!

The Challenge: Why Measuring Enablement Impact is Difficult

Measuring the impact of enablement and learning programs on business outcomes is notoriously challenging. Here's why:

1. Time lag between training and results: One main issue is that the stimulus (training) is often far removed from the outcome. How do you know if a training session you ran at the beginning of the year was the reason that competitive win rates went up this quarter?
2. Traditional learning metrics don't directly correlate with business performance: Another issue is that traditional learning metrics (course completion rates, session sentiment, etc.) don’t really mean much to the bottom line. Ultimately - do you care that people complete a course? Or can they close a deal or save a customer from churning?
3. Difficulty in establishing causality between enablement efforts and outcomes

To overcome these challenges, we need to shift our focus to outcome-based enablement and robust measurement strategies.

Understanding Metrics: The Key to Effective Measurement

Leading vs. Lagging Indicators

To effectively measure enablement impact, it's crucial to understand different types of metrics:

• Leading Indicators: Early signs of progress (e.g., course completion rates, training sessions delivered)
• Lagging Indicators: Business outcomes that reflect long-term impact (e.g., new logos landed, customer churn rates)

A balanced approach using both types of metrics is essential for comprehensive measurement.

Tailoring Metrics to Different Stakeholders

Remember that various stakeholders care about different metrics. For example:

• The CFO: might care about churn due to support issues
• A Customer Support Representative: might care about how many clicks it takes to find the help article they need
• A Support Operations Manager: might care about ticket escalation rate
• The VP of Customer Support: might care about Customer Satisfaction Score

Aligning your metrics with stakeholder interests ensures broader buy-in and support for your enablement initiatives. With sales enablement analytics, you can track stakeholder-specific metrics and demonstrate enablement’s direct impact on key business objectives.

Choosing the Right Enablement Project: A Step-by-Step Guide

Selecting an appropriate project is crucial for demonstrating enablement impact. Consider these factors:

1. Business Alignment: Ensure the project ties directly to broader company objectives
2. Realistic Scope: Choose a manageable project with achievable deadlines
3. Measurability: Confirm access to necessary data for tracking progress and outcomes

Starting with a smaller, well-defined project helps build organizational muscle for measuring enablement success.

Access the FREE template: Tying Enablement to Business Outcomes ->

Designing an Experiment: Proving Enablement Impact

Designing a proper experiment is the best way to determine if the project you are putting into place is making an impact. It will also help your organization develop the muscle around measuring success.

Hypothesis

• The hypothesis should be connected to what end users will be DOING that is connected to their business objectives. What they are doing is the independent variable (what you are changing with the project) and the business objectives are the dependent variable (what you are measuring)

Determine Metrics

• In order to prove or disprove your hypothesis, what you are testing needs to be measurable. This also means that you will need access to this data. It’s important to have both leading and lagging indicators chosen. Often business outcomes are far down the line so choosing leading indicators that show you are making progress are important in the near term.
• Make