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*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:
Mobile, minutes-a-
day applications that
reps love
Time consuming, poorly adopted Learning Management Systems
DELIVERY VEHICLE
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
MEASUREMENT
Personalized
Just in time
Ongoing
Generic
Event-driven
Sporadic
DELIVERY APPROACH
Integrated
and aligned
Separate and disconnected
Relationship to sales process
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% average
win rate*
66%
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)
Pipeline value
Quota attainment
Win rate
Satisfaction ratings
Pass/fail certifications
Course completion rates
Business outcomes
Training outcomes
SUCCESS METRICS FOCUSED ON
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.*
Sales enablement investments are
growing more than 27% year over year.
35%
27%
Navigating Sales Enablement Blind Spots: Why Proficiency is Key to Driving
Sales Performance
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
