Managing Enablement Measures for Outcomes and Milestones

Measures for Outcomes and Milestones

For the outcome and each incremental milestone in your Enablement program, select the appropriate measures.

For the Target field, specify the number of times that a user must fulfill the measure’s criteria to complete the outcome or milestone. For example, if you set an outcome for users to win 3 deals by the completion of the program, set the Target to 3. Users see the target when taking the program. For example, for a target of 10, users see 0/10 until they progress toward the goal.

For outcomes and milestones that use average-based measures, also specify a value for Minimum Sample Size. The minimum sample size represents the number of records that you want to evaluate for calculating the average value that satisfies the outcome or milestone. For example, if you want users to achieve an average deal size of $50,000 after closing 4 deals, set these values.

• For Minimum Sample Size, enter 4.
• For Measure Target, enter 50,000.

For outcomes and milestones that use Einstein Conversation Insights (ECI) measures, specify a Day value that’s less than 180. You can track ECI measures only up to 180 days in the past.

Important ECI isn’t supported in Developer Edition, isn’t supported in Partner Enablement programs in Experience Cloud sites, and isn’t included with Enablement Lite. However, if you’re trying Enablement Lite and your company already uses ECI, you can still use ECI measures with Enablement Lite programs.

For composite outcomes and milestones, select multiple measures and specify a calculation logic to aggregate the measures’ results. The aggregated measure result is compared against the target for the composite outcome or milestone to track a user’s progress. See Managing Composite Outcomes and Milestones.

Multiple Milestones That Reference the Same Measure

You can insert multiple milestones that reference the same measure. When a user taking the program progresses toward one of these milestones, their progress counts toward all milestones that reference that measure. A user’s progress is measured cumulatively.

For example, let’s say that your program requires a user to win an increasing number of opportunities as the program progresses.

In this example, each milestone references the same measure that tracks opportunities won. When a user wins their first opportunity, the program shows that the first milestone is complete. The program also shows that one opportunity has been won for both the second and third milestones. For the user, it can look as if they’re getting a head start on upcoming milestones. For the Enablement admin, the same result appears in their analytics.

To make sure that your users are achieving the appropriate milestones, adjust the Target for each subsequent milestone. In this example, you want to make sure that a user wins 1 opportunity first, then 3 more opportunities, and finally 10 more opportunities. To account for that incremental achievement, adjust the Target values in each milestone.