The synthetic sales-enablement metric ladder

Each line names a claim related to this exhibit, its source, and how it was checked.

• A AHS07-C1 Two companies, positive effect: "using data collected from two companies we show that despite uncertain results and the frequent resistance among salespeople to it interventions it acceptance indeed has a positive effect on sales performance"Ahearne, Hughes & Schillewaert. (2007)
• A AHS07-C2 The proposed mechanism, in their words: "salespeople using it expand their knowledge and in turn gain improved targeting abilities enhanced presentation skills and increased call productivity"Ahearne, Hughes & Schillewaert. (2007)
• A AHS07-C3 Acceptance is the variable, not provision: "it acceptance indeed has a positive effect on sales performance", and the incentive to accept follows from what acceptance buys the salespersonAhearne, Hughes & Schillewaert. (2007)
• A JAMS06-C1 The design is in the title: "a longitudinal examination of individual organizational and contextual factors on sales technology adoption and job performance"Jelinek, Ahearne, Mathieu & Schillewaert. (2006)
• A JAMS06-C2 Adoption is modelled as shaped by those three families of factors: "individual organizational and contextual factors on sales technology adoption"Jelinek, Ahearne, Mathieu & Schillewaert. (2006)
• B V12-OWN-C1 Sales-enablement metrics measure a declared behavior, capability, output, or commercial outcome after an enablement interventionAuthor framework grounded in AHS07-C1 and JAMS06-C1
• B V12-OWN-C2 Activity, adoption, knowledge, behavior change, opportunity outcome, and revenue outcome are different enablement objectsAuthor taxonomy
• B V12-OWN-C4 Training completion or content usage does not by itself establish behavior change, seller productivity, or revenue impactAuthor negative boundary grounded in AHS07-C2 and AHS07-C3

Grades: A, verified against the printed page of the primary source · B, primary source, text layer only · C, authoritative secondary · D, reported.

This exhibit belongs to an essay: the numbers live here, the argument lives there.