right Metrics

Productivity Metrics

Revenue enablement’s primary job is to help the field sell and service better. Better selling translates into sales productivity increases and can be a simple proxy for field team improvement. It is a good metric to compare periods over time because it avoids building on other assumptions that could impact the data (eg, % of quota as a metric relies on leadership figuring out the right quotas for each territory, or the right territory size for each quota, both tricky propositions for fast growth companies).

At Smartsheet, we used a rolling 12-month period to smooth out seasonality and renewal spikes and ramped reps up to a full-time FTE over their first 6 months.

Other enablement metrics are also important as well, below are a few examples.