← Every exhibit
What should a sales enablement metric measure?
| Level | Example observation | What it can answer |
|---|---|---|
| Exposure | Content delivered or course assigned | Who had access? |
| Completion | Module finished or certification passed | Who completed the declared task? |
| Adoption | Tool or playbook used in a defined workflow | Who incorporated the capability? |
| Behavior | Discovery question, value proof, or next-step record observed | What changed in the work? |
| Outcome | Stage progression, opportunity quality, win, margin, or cycle | What happened later under the declared window? |
| Return | Incremental outcome relative to resource cost and comparison | Was the program worth the declared investment? |
Swipe or scroll horizontally if the table is wider than your screen.
Reference & Evidence
Source: Table from this essay. Sources and interpretation are given in the article.
Related exhibits
-
The synthetic sales-enablement metric ladder
From the essay What are sales enablement metrics? Measure behavior change before activity
-
The sales enablement capability matrix
From the essay What is sales enablement?
-
Which process boundary should be declared first?
From the essay What is a revenue process? The handoffs that make the funnel measurable