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

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 th...

Ideally the work of socializing KPIs starts at the very beginning.Usually my recommended process looks something like this…Before the work startsWork with a cross-functio...

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 incentivize...

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 ...

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-function...

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 ...