AMA: Adobe Sales Strategy & Operations Lead, Jacky Ye on Revenue Ops KPIs

I'll be the first to say it. It's really hard. There's no perfect answers and attempts to quantify this kind of uncertainty can sometimes like a reach, and at worst, feel like complete BS. But this is a really important question. How do you determine what "good" looks like when you're doing something you haven't done before? I think the first step is admitting that there's no single "right" answer. If you let go of thinking that there's one perfect solution, you allow yourself to move past unrea ...Read More

At a high level, there's generally two buckets of metrics that Sales/Rev Ops teams look at that are fundamental to understanding the health of the business: revenue generation and revenue retention. Within revenue generation, the main three categories of KPIs are pipeline execution/progression, pipeline generation, and pipeline coverage. Pipeline progression and execution is about how much of the existing pipeline the sales team has progressed (matured from one stage to the next) or closed (book ...Read More

The worst KPIs I've seen are those that encourage the wrong behavior or provide a false sense of security that the business is doing better than it really is. Take pipeline coverage, for instance. Pipeline coverage is a fundamental KPI. There's no sales ops team in the world that doesn't measure pipeline. But the best teams know that when identifying the right KPIs, quality is just as important as quantity. Having a large quantity of pipeline means nothing if there's no thought behind how the qu ...Read More