Assess Effectiveness through Role Development & Business Impact

Business Impact Metrics

Seller Development Metrics

Metrics that reflect a sellers ability to engage an account with the right messaging and develop the buyer network

Positioning the vision
Navigating the account
Demonstrating the capabilities
Differentiating from competition
Impact modeling & positioning
Alignment & implementation plan

Metrics that reflect a sellers impact on the organizations sales pipeline and bottom line revenue

Time to identified champion
Opportunity identification to pipeline
Time to first deal
Deal cycle time / Deal size
MoM/YoY MQL to SQL conversion
YoY Increase in ramped vs ramping reps

It is important to measure both skill progression and impact on the business
Role development requires baselining, continual assessment and certification
Metrics need to be the “truth source” and openly shared with individuals and teams