Resources > Articles

Ask the Experts: How can I measure sales enablement, public launches and customer happiness?

Author
sales

Ideally, you want to tie everything you do back to its impact on one of the following three business goals: profitable revenue growth, customer retention, and awareness and perceptions. But it can be challenging to find direct links from specific marketing activities to one of these three goals. What you can do is to measure the effectiveness of your portfolio of programs by looking at the overall impact to these metrics.

In your case, in addition to measuring these end goals, you want to measure intermediate objectives. Let’s discuss each one.

Sales enablement. You want to build a confident sales team. You also want to give your sales team the ability to support themselves. And of course, you want to sell the product. The types of measures you could consider include:

How many opportunities have passed sales qualification?

How many opportunities are moving through each stage in the sales funnel?

How long does it take to get referral customers?

Public launches. First, determine whether this measurement is for new or existing products. Are you gaining new customers? How many? How many did you expect? If this is for an existing product, what is the current rate of new customer acquisition? Does that number improve after launch?

Customer happiness. If you have a SaaS-type product, usage should be easy to gather. The targets should be determined by setting a baseline (what you are getting today with minimal effort) and then improving on those numbers. I also recommend creating an annual customer satisfaction survey; the first one will be your baseline. Are you moving the number up over time?

There are no “standard” industry KPIs to measure what you’re after, but these can get you started. Regardless, once you decide what you want to focus on, measure it, then take action, and finally, measure it again and again.

Author

Author:

Other Resources in this Series

Most Recent

Article

Four Methodologies for Prioritizing Roadmaps 

In this blog, we'll explore four common approaches to roadmap prioritization and discover the practical tools and frameworks that can propel your product to new heights.
Prism photo: Product management Lessons from Pink Floyd
Article

Product Management Lessons from Pink Floyd: a Lighthearted Look into Their Epic Music and Unlikely Product Expertise

Few people (actually, no one!) spontaneously associate product management with Pink Floyd, but if you look closely, you can find good examples of best product management practices in their journey, as I hope to reveal...
Creating a product roadmap: what should you include
Article

A Guide to Product Roadmaps: How to Build One That Works

A product roadmap is a frequent request from the sales force and others in the company. ‘What’s coming in the next release and the ones after that?’ Long buying cycles common with strategic products often...
Dry erase board with product roadmap drawn on it
Article

How to Build a Brilliant Visual Product Roadmap

Building roadmaps is a crucial part of a product manager’s job. Yet most product managers still use outdated tools for roadmapping—Excel, PowerPoint, wikis, etc. The good news is that there’s a better way. Executives have...
Product Datasheet
Article

How to Write a Kick-Butt Product Datasheet

If your datasheet passes the all-important skimming test, it's more likely that buyers will read it in detail. Here are 10 tips to help you write a datasheet that buyers actually read.

OTHER ArticleS

Article

Four Methodologies for Prioritizing Roadmaps 

In this blog, we'll explore four common approaches to roadmap prioritization and discover the practical tools and frameworks that can propel your product to new heights.
Prism photo: Product management Lessons from Pink Floyd
Article

Product Management Lessons from Pink Floyd: a Lighthearted Look into Their Epic Music and Unlikely Product Expertise

Few people (actually, no one!) spontaneously associate product management with Pink Floyd, but if you look closely, you can find good examples of best product management practices in their journey, as I hope to reveal...

Sign up to stay up to date on the latest industry best practices.

Sign up to received invites to upcoming webinars, updates on our recent podcast episodes and the latest on industry best practices.

Training on Your Schedule

Fill out the form today and our sales team will help you schedule your private Pragmatic training today.

Subscribe

Subscribe