The 3 Ps of Winning Sales Teams: Productivity, Performance & Proficiency

Most experts agree that it’s difficult to draw a direct connection between individual sales enablement efforts and revenue. What sales enablement can influence, however, is the knowledge, skills, and behaviors — the “proficiency” — of their reps, supported by services that are aligned to your unique sales process and customer journey. In many ways, this third “P,” proficiency, is the most insightful metric of all. Simply put, the secret to developing a high-performing sales team is an organization’s ability to motivate, measure, and drive proficiency improvement over time. That’s why the key to optimizing sales enablement investments — and maximizing results — means making proficiency a foundational metric of your program.

Modern sales enablement must equip sales teams with knowledge and the means to apply that knowledge through reinforcement that builds proficiency.

- From the Report