The enablement metrics that actually matter
What gets measured gets managed... but only if you're measuring the right things.
I've sat through too many enablement reviews where metrics were either missing, meaningless, or completely disconnected from what the business actually cares about. We're not here to prove enablement is "doing stuff". We're here to prove it works.
So let's talk about how.
Know your audience: what your CRO actually wants to see
Before diving into KPIs and dashboard, let's get one thing straight: enablement metrics shouldn't just be a pat on the back. They should tell a story about how we're helping the business grow.
Here's what your CRO or VP of Revenue really wants to know:
Are new hires ramping faster?
Are we winning more, and losing less?
Are teams spending more time on the right things?
Is this initiative making us more money, saving time, or reducing risk?
If your metrics don't answer one of those questions, they probably don't belong on your dashboard.
Not just output - a 3-part view of enablement success
Over the years, I've come to rely on a simple but powerful framework for enablement metrics, grouped into three categories:
#1 Volume ➡️ how much are we doing?
This is your enablement team's workload lens. It's essential for setting expectations and justifying (additional) headcount - especially when you're lean team doing the work of three.
Number of assets created
Number of sessions or training delivered
Number of onboarding cohorts supported
Support tickers or field request processed
Why it matters: You're showing the effort, the breadth of support, and when it's time to say "we need more resources".
#2 Adoption ➡️ who is using what?
This is where we separate "built it" from "used it". Are the programs and tools we create actually landing?
Playbook/document usage rates
LMS completion rates
Tool or template adoption (e.g. Mutual Action Plans)
Attendance vs no-show for live sessions
Why it matters: High adoption means you've nailed relevance and timing. Low adoption? Time to reassess positioning or delivery.
#3 Impact ➡️ are we moving the needle?
This is the holy grail: what enablement contributes to business results.
Ramp time (to first deal, to quota)
Win rates by stage, persona, or team
Deal velocity
Quota attainment or influenced revenue
Reduced onboarding costs or time-to-productivity
Why it matters: These are the metrics that resonate in the boardroom. This is where you show enablement isn't just "nice to have" - it's driving real revenue performance.
Leading vs lagging: how to balance both
Quick reminder:
Leading indicators = activity, engagement, behavior
Lagging indicators = outcomes, performances, revenue
All three categories (volume, adoption, impact) need both. For example:
Volume ➡️ leading = # sessions run | lagging = average CSAT per session
Adoption ➡️ leading = LMS stars | lagging = completion rates
Impact ➡️ leading = stage conversion rates | lagging = revenue
Build a dashboard that drives action
Your dashboard isn’t just for show. It should:
Help you correct initiatives in real time
Support data-driven storytelling with leadership
Highlight workload gaps and future needs
Here’s how I structure mine:
Executive Dashboard: ~6-8 key metrics across volume, adoption, and impact
Program Dashboard: detailed breakdown by program, team, asset, and cohort
🔍 Real-world example: After launching a new onboarding flow, we tracked:
Volume → 5 sessions, 3 new guides, 30+ support requests
Adoption → 90% LMS completion rate, 70% playbook usage after week 2
Impact → Time to first opportunity closed won dropped by 11 days
That’s a story even your CFO will love.
Final thoughts: metrics are your negotiation tools
Enablement can’t be a black box. If you want to earn trust, protect your team, and secure budget, you need data - the right data.
So next time someone asks what enablement is doing, don’t just say “a lot.” Show them the volume, the adoption, and the impact - and let the numbers speak for themselves.
Curious what this dashboard looks like in practice? Download The Enablement Handbook for free.
