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

I think it's good to try and tell stories with data. What is the KPI actually telling us about our business? Develop a recurring insights cadence within your company. Think of it like a quarterly newsetter from Revenue Ops describing how the teams just performed. Spend some time to make it look good with the data visualzed in charts and the details provided in the appendix. After you produce it a few times, you'll start to get traction and the KPIs will become a part of your leadership team's vo ...Read More

Before I answer the ‘How’, I want to start with the ‘Why’. Here why it is important to socialize KPIs - Fosters accountability: Know how performance is measured and what is expected of you. Clearly defined KPIs and regular reporting create transparency and accountability.  Bring everyone to the same page: To ensure teams work together, it is important that everyone understands the KPIs and how their work contributes to moving the needle.  Navigate together!  Increases engagement: When we underst ...Read More

I see 4 key steps as part of an effective KPI-setting process: Align on the right KPIs. Employees need to understand why certain metric matters. Connecting any KPI to key business outcomes is crucial. Socialize the method and numbers. Some KPIs are complex to be calculated and can be perceived as a black box. The more your employees understand how KPIs are calculated and how their efforts influence KPIs, the more effective this process will be. Also, explaining how targets are set and the philos ...Read More

Great question! This is important to get right so you are aligned with your boss, key stakeholders, and Analytics and Finance partners. Setting KPIs as part of strategy setting / project planning is beneficial and too often overlooked. Assuming you identified the KPIs needed to assess the work, there are a few ways I see this done well. The approach depends on the scope and extent of cross-functional collaboration on the project. Smaller RevOps-centric change (i.e., something that just impacts M ...Read More

I love this question because it gets beyond the nerdy numbers part of our job and gets to arguably the more difficult part--LEADERSHIP! Sales Strategist are trusted business partners to our sales leaders. We have a duty to advise them on their business, even if that means telling them they are missing the mark. But how do you tell them they are "missing the mark" if you have no idea what the mark even is! Depending on the size of your company, many of the KPIs will likely come from your higher e ...Read More