From the SAVO Group: Return on Sales Enablement

The SAVO Group is an on-demand SaaS company focused on Sales Enablement.  Their definition of Sales Enablement is about tipping the scales in favor of the sellers by providing them with the best formal content, knowledge, and experts at the right time and allowing them to easily leverage, customize and rate that information.

They have a white paper claiming that the 5 measurable sales factors that most impact revenue are:

1.  Number of opportunities in the pipeline
2.  Average deal size
3.  Win rate
4.  Length of the sales cycle
5.  Number of “active” (or “fully ramped”) salespeople

They also state that a 3% improvement in each of these areas yields a 23% increase in revenue.

Here is the full white paper which includes details and suggestions for the 5 metrics they identify as critical:  return-on-sales-enablement-white-paper