This post is authored by Dave Stachura, Accent's Director of Sales Enablement Consulting.
When I was getting started with enablement, our executive sponsor was very data-driven. In fact, the first time I heard the term was when he was describing himself. He wanted to see in-depth reports and dashboards on what we were doing, and I was happy to produce a whole presentation full of numbers and charts that showed off our efforts.
The charts were grade A awesome—the coolest looking ones I’d ever produced. I was so proud…until he took one look and said: “So what? What am I supposed to do with these? Is this good? Is enablement working? What should we be doing differently?”….Arrgh. (more…)