Hey everyone! 👋 I've been trialing Consensus for a few weeks now, mostly using it to help our sales team with research and answering RFPs. It's pretty cool for speeding up that initial legwork! But my marketing lead just asked me a tough question: "How do we actually prove this is improving our win rates?"
I think it's a great question. It's easy to feel like a tool like this is helpful, but connecting it directly to revenue is another story. I want to set up a proper way to measure its impact, not just guess.
Here’s my initial thinking on what to track, but I'd love your real-world advice:
* **Control Group vs. Pilot Group:** This seems essential. Maybe we split the sales team for a quarter? Have one group use Consensus for their deals, and the other operate as usual. Then compare the win rates.
* **Deal Stage Velocity:** Does Consensus help move deals from "proposal" to "closed won" faster? We could track the average time in those late stages for deals where Consensus materials were used vs. not.
* **Content Usage & Correlation:** If we use Consensus to create battle cards or proposal sections, can we tag those assets in our CRM? Then we could see if deals that interacted with those specific assets had a higher win rate.
* **Qualitative Feedback:** Surveying the sales team on perceived deal strength and confidence before/after using Consensus for a major deal. Not a hard metric, but useful context.
My big hang-up is the setup. How do you practically tag a deal as "Consensus-assisted" in something like Salesforce without making it a huge manual step for the reps? Has anyone built a clean workflow for this?
Also, are there any other metrics I'm missing that have been meaningful for your teams? Really eager to hear how others are tackling this.