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Dhwani Dalal

AMA: DocuSign Director, Sales Strategy & Operations, Dhwani Dalal on Revenue Ops KPIs

October 16 @ 10:00AM PT

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Included Templates

  • Revenue Ops KPIs Template Revenue Ops KPIs Template by DocuSign Revenue Operations Team

  1. What is an important KPI that you see revenue operations teams completely missing?

    Dhwani Dalal
    Dhwani Dalal

    DocuSign Director, Sales Strategy & Operations • 1y

    ● Missed: Lead velocity rate (LVR), which tracks how fast leads are progressing through the funnel and full funnel conversion which is hard to capture effectively at most companies 

    725 Views
    1 request

  2. What are the must have KPIs and what are some useful KPIs teams may not think of?

    Dhwani Dalal
    Dhwani Dalal

    DocuSign Director, Sales Strategy & Operations • 1y

    ● Must-have: Pipeline coverage, quota attainment, sales cycle. 

    ● Overlooked: Customer acquisition cost (CAC) vs. lifetime value (LTV), and customer retention metrics.

    1,091 Views
    1 request

  3. What KPIs should I own and not own being the first revenue operations hire at a start-up?

    Dhwani Dalal
    Dhwani Dalal

    DocuSign Director, Sales Strategy & Operations • 1y

    ● Own: Pipeline coverage, sales cycle length, win rates, lead conversion by source, and conversion by contributor. 

    ● Not Own: Product KPIs, customer success metrics. 

    942 Views
    1 request

  4. What are some KPIs that you find over-hyped and/or unimportant?

    Dhwani Dalal
    Dhwani Dalal

    DocuSign Director, Sales Strategy & Operations • 1y

    ● Over-hyped: Vanity metrics like social media impressions or raw lead counts without qualification.

    724 Views
    1 request

  5. How do you recommend socializing KPIs (before the work starts and when it's done)?

    Dhwani Dalal
    Dhwani Dalal

    DocuSign Director, Sales Strategy & Operations • 1y

    ● Before: Align with stakeholders on definitions and expectations. 

    ● After: Regularly review in team meetings, dashboards, and executive reports.

    709 Views
    1 request

  6. What's your process for figuring out what metrics to hold revenue operations accountable for?

    Dhwani Dalal
    Dhwani Dalal

    DocuSign Director, Sales Strategy & Operations • 1y

    ● Process: Align KPIs with business outcomes like revenue growth, map KPIs to each stage of the sales funnel, and focus on actionable metrics. 

    854 Views
    1 request

  7. What are good OKRs for revenue operations?

    Dhwani Dalal
    Dhwani Dalal

    DocuSign Director, Sales Strategy & Operations • 1y

    ● Example OKRs:

    ○ Objective: Increase pipeline health by 15%. 

    ○ Key Results: Reduce deal aging by 20%, increase qualified leads by 10%.

    752 Views
    1 request

  8. What other metrics can we consider when it's hard to tie certain campaigns or assets to the pipeline generation?

    Dhwani Dalal
    Dhwani Dalal

    DocuSign Director, Sales Strategy & Operations • 1y

    1. Pipeline coverage ratio – ensures enough opportunities relative to sales targets. 2. Sales cycle length – measures how long deals stay in the pipeline.  3. Opportunity conversion rate – tracks how many leads turn into closed deals. 4. Deal stage progression – monitors how opportunities move through each pipeline stage. 5. Rep-sourced pipeline – evaluates pipeline created directly by sales teams.  These metrics emphasize the health and movement of the pipeline independent of marketing influenc ...Read More

    1,264 Views
    1 request