AMA: AlphaSense Director of Sales, EMEA, Brian Tino on Sales KPI's

January 25 @ 10:00AM PST

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AlphaSense Director of Sales, EMEA, Brian Tino on Sales KPI's

Top Questions

What's your process for figuring out what metrics to hold sales accountable for?

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

Usually my process for figuring out what metrics to hold accountable for looks something like... Step 1: Work with a cross-functional group to align on the ultimate goals & objectives that are aligned with the strategy of your sales team or revenue organization. Step 2: Then take those goal......Read More

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Setting KPIs can often feel arbitrary, especially when entering new markets. How do you get past this uncertainty to set realistic goals?

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

Agreed…setting KPIs that are focused on outcomes or the results of complex efforts without historical information can feel arbitrary. Therefore my coaching generally in the event you are setting up “first of kind” KPIs, whether it is a new organization or a new market, it is always better to f......Read More

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What are some of the *worst* KPIs to commit to achieving?

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

The worse KPIs to commit to achieving are those that you and your team do not have direct control over. If the KPI is highly reliant on the coordination of cross-functional partners your control becomes indirect. If your KPI relies on the action of a customer or prospect (which can you influence ......Read More

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

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

Sheer “number of activities” (calls/emails) completed is one of the most over-hyped metrics. While it is easy to measure with modern tracking tools, I find it incentivizes the wrong behavior of reps and ignores the importance of quality. Now often the best sales reps in an organization also t......Read More

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

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

Ideally the work of socializing KPIs starts at the very beginning. Usually my recommended process looks something like this… Before the work starts Work with a cross-functional group to align on the ultimate goals & objectives that are aligned with the strategy of your sales team or reve......Read More

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I've seen plenty of sellers regularly miss on their KPIs, but still reach or exceed quota, so why have more than 1 KPI (quota attainment)?

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

Quota attainment & revenue will always the most important outcomes of any sales organization. However, the most mature sales organizations can align on a set of KPIs that will serve as leading indicators to success. It’s not to say that consistency hitting KPIs will guarantee achievement of r......Read More

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