AMA: Outreach Director of Strategic and Enterprise Sales, Greg Baumann on Sales KPI's

Top performers can distort KPIs that you want to roll across your team. On one hand, sales professionals are able to achieve excellence because they do the right things...

Great question! A big one too…for a startup GTM hire looking to develop and own KPIs, I’d recommend working with leadership to align to the KPIs that are most imperative ...

Great question — I would recommend a few principles here for setting KPIs into new markets: Start small: understand what the 2-3 wins will be over the first few months ...

KPIs are helpful in unpredictable markets, because they remove a layer of uncertainty. If everyone is making 100 calls per day, and then pipeline generation expands acr...

The worst KPIs to commit to are the ones that:Don’t drive to business outcomes (if we hit this KPI, does it bring us closer to our goals as an org?)can’t be communicated ...

Very interesting question — and one that brings up a few more! Quota attainment is a KPI that is directly meaningful to a seller—if she can hit her KPI of quota attainm...

I stole the idea of “WGLL” from Kevin Dorsey, who works across his leadership structure in sales teams to be maniacally focused on what good looks like, and work backward...

KPIs can be over-hyped when they solely focus on action and lack direction. E.g. “make 100 dials” can result in sellers sacrificing quality for quantity, or in the case ...