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Here's a number that should make every enablement leader furious:
$4.53.
That's what every dollar invested in sales training returns, according to Taskdrive research. A 353% ROI. Companies with continuous training programs see a 50% increase in net sales per employee.
And yet.
When your VP of Sales asks what enablement is worth, most of us freeze. I've been there. You mumble something about "training completed" and "content engagement." You pull up a dashboard showing completion rates and session attendance. And you watch the executives eyes glaze over.
Nobody in the C-suite has ever funded a program because of its completion rate.
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The ROI is real. The problem is we've been measuring the wrong things — and it's costing us our credibility, our budgets, and sometimes our jobs.
The Measurement Trap
I have sat in this meeting. More than once. And I have watched the air leave the room when someone pulls up a slide showing "47 training sessions delivered this quarter" and expects applause.
Most enablement teams measure what's easy to count: sessions delivered, courses completed, satisfaction scores, content views. These are activity metrics. They tell you what happened. They don't tell you what changed.
Nick Lawrence, who leads enablement at Databricks, has been beating this drum for years. He points out that until enablement moves from "filling knowledge and skills gaps through events" to "filling performance gaps through the environment," the same problems will persist. His data: 89% of enablement teams are incapable of measuring their impact on the business.