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Beau Noonan

AMA: Matterport Enterprise Sales Director, Beau Noonan on Sales KPIs

June 7 @ 10:00AM PT

View AMA Answers

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

    Beau Noonan
    Beau Noonan

    Matterport Enterprise Sales Director • 3y

    Rep ramp-up time in my opinion is something that I've seen companies completely overlook. Given the boom tech has been on over the last decade many companies have skipped tracking key fundamentals from the moment you decide to hire the rep to the moment they hit quota due to them smashing their numbers. A key example of this is certifications around product knowledge. Assessing an AE's product knowledge and understanding of the enterprise software solution they are selling is key to this period. ...Read More

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    3 requests

  2. What are good sales OKRs?

    Beau Noonan
    Beau Noonan

    Matterport Enterprise Sales Director • 3y

    Here are a few good OKRs that I focus on within my region: Objective: Increase Revenue Growth Result: Increase sales stage conversation rate by x % Result: Increase average deal size by x % Objective: Enhance Customer Retention & Satisfaction Result: Increase net dollar retention rate for existing enterprise clients Result: Generate a certain percentage of revenue from upselling and expanding customers. Objective: Optimize Sales Process & Efficiency Result: Decrease sales cycle duration ...Read More

    1,700 Views
    1 request

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

    Beau Noonan
    Beau Noonan

    Matterport Enterprise Sales Director • 3y

    Once the KPIs are clearly defined, communicate the rationale via a meeting and/or deck with key stakeholders (managers, cross-functional team members, reps, executives) and provide supporting resources before launch. Once these are completed establish regular check-ins with key stakeholders to keep everyone up to speed.

    927 Views
    1 request

  4. How do you develop quarterly/annual sales OKRs and tie those to individual projects?

    Beau Noonan
    Beau Noonan

    Matterport Enterprise Sales Director • 3y

    Here is my approach to aligning quarterly/annual sales OKRs with broader business objections: Define business objections: Identify the key regional business objectives for the quarter or year. They should be specific, measurable, achievable, and time-bound. For example, increasing central enterprise region revenue by 20% in the next 180 days. Determine sales objectives: Based on business objectives, establish sales-specific objectives that support broader goals and are tied to revenue targets. F ...Read More

    1,845 Views
    1 request

  5. What KPIs should I own and not own?

    I'm working at a start-up, and a first sales hire.

    Beau Noonan
    Beau Noonan

    Matterport Enterprise Sales Director • 3y

    Here are the KPIs I believe a Sales Director should own: Regional Revenue: Total revenue generated by the sales team. Sales Pipeline Value: Measures the total value of all potential deals in the regional sales pipeline. Conversion Rates: Track the percentage of leads or prospects that convert into paying customers. For me, there is a strong focus on tracking conversion of Stages 1 - 3 to identify potential selling gaps within the rep and/or team. Average Deal Size: Can add insight into product o ...Read More

    909 Views
    1 request