AMA: Asana Head of Enterprise, North America, Mike Haylon on Sales KPIs

I like a consistent review of competitive win rates by stage. I think these can serve as early signals to so much: from how your narrative is landing, whether price is wh...

Sales KPIs play a critical role in forecast accuracy, especially in unpredictable markets. Amidst the market turbulence, really the only thing you have are deal execution...

Sales leaders can set KPIs around behaviors we want to see and hold the team accountable to them but top performers will disregard them if they don’t find it is what puts...

As important as any KPI is why the metric is being measured, how you intend to reliably collect and review the data and the frequency you will get together to review the ...

I think any KPI that is not integrated into the quota and comp structure for any AE by and large is misguided. If you want AEs to focus on specific behaviors then build i...