LEARN MORE
*Source: CSO Insights 2017 Sales Enablement Optimization Study
**Based on Qstream customer results
Bring your sales enablement blind spots into
focus, and learn why proficiency is the new
metric of sales success.
Continuous execution to drive long-term behavior change
Data-driven coaching guided by capabilities data to optimize performance impact
Proficiency insights that highlight each rep's unique strengths and weaknesses
Shared program goals that align to key business outcomes
Effective sales enablement is rooted in a combination of:
DELIVERY VEHICLE
Mobile, minutes-a-day applications that reps love
Time-consuming, poorly adopted Learning Management Systems
MEASUREMENT
Correlate proficiency with sales metrics to identify knowledge and skills gaps that impact performance
Siloed performance and productivity tracking with no visibility into rep skills
Personalized
Personalized
Just in time
Just in time
Ongoing
Ongoing
Generic
Generic
Event-driven
Event-driven
Sporadic
Sporadic
DELIVERY APPROACH
RELATIONSHIP TO SALES PROCESS
Integrated and aligned
Separate and disconnected
12%
12% market share gain**
200% growth in new opportunities created**
2x increase in ‘first meeting’ prospects that take a second meeting**
30%
30% + improvement in product and sales message fluency**
66%
66% average win rate*
42%
42% average win rate*
business impact
Data-driven insights highlighting individual knowledge and skills gaps
Anecdotal feedback or limited observations in the field
coaching based on
Proficiency scores (knowledge, skills and capabilities of reps)
Proficiency scores (knowledge, skills and capabilities of reps)
Pipeline value
Pipeline value
Quota attainment
Quota attainment
Win rate
Win rate
Business outcomes
Satisfaction ratings
Satisfaction ratings
Pass/fail certifications
Pass/fail certifications
Course completion rates
Course completion rates
Training outcomes
Success metrics focused on
WHY CONTINUOUS SALES
ENABLEMENT PAYS OFF
WHY THE OLD
WAY FAILS
The new Way: Dynamic, Continuous Sales Enablement and Coaching
The Old Way: One-Size-Fits-All Sales Enablement
The problem? Organizations are still taking a one-size-fits-all, event-driven approach to sales enablement, without visibility into the actual capabilities—or proficiency—of their reps. By practicing continuous sales enablement, aligned to their unique sales process and customer journey and supported by proficiency data, organizations are reducing onboarding cycles, creating more accurate and credible forecasts, and improving win rates.
But only 35% of sales enablement initiatives are deemed successful.*
35%
27%
Sales enablement investments are growing more than 27% year over year.
Navigating Sales Enablement Blind Spots: Why Proficiency is Key to Driving
Sales Performance
