3 KPIs to Measure Your Sales Enablement Efforts

At Quota Factory, we view sales enablement as an aligned function of sales and marketing. It brings process, tools, technology and training together, and the ultimate goal is to drive prospects through the funnel to close at a more rapid rate. In order to measure that, you need core KPIs. It’s important to have real­…

How to Measure a Higher Volume of Qualified Leads

Many companies are using the BANT criteria — Budget, Authority, Need and Timeframe — to qualify leads. There’s nothing wrong with that, however, this approach might lend itself to asking ambiguous questions, and tracking in a discrete way. For example, does this prospect have authority? Well, it’s not quite so black and white. What do…