Carly Lehner of Axiom shares her tips on the best sales enablement metrics
Carly Lehner is the Global Head of Sales Enablement at Axiom. She joined The Collaborator to discuss her work running a global enablement program, onboarding effectively in the age of covid, and some of the best metrics (and worse) to use for measuring her teams efforts.
1️⃣Carly has a team of two: Carly and Emma (a former BDR); supporting around 150 commercial teammates, about half of which are sellers who carry a quota.
2️⃣At Axiom, Enablement reports to Ops who then reports into the head of sales. One of the benefits of this relationship is that the team is extremely data-focused, an area where many enablement teams struggle.
3️⃣Sales leaders are a primary audience for their efforts; key for identifying the highest priority projects and driving adoption.
4️⃣Carly has a passion for creating amazing sales on-boarding programs. One of the best things she does is monthly check-ins with all sellers as they grow into the company, providing support and celebrating successes.
Best metric for success? Quota Consistency. How many months in a row are sellers achieving quota. Teams with longer sales cycles can modify this metric to better align with their business (e.g. x discovery calls a month), but a good idea to measure consistency of performance over time.
5️⃣Carly recommends call recordings as a great tool for training new hires. Helps new hires understand what good looks like and to map out their own approaches.