AMA: SurveyMonkey Sales Leader, Expansion Sales, Helen D'Abreo on Sales KPIs

Consistent benchmarking of reps against the top performers within a sales org. This could help assess coaching needs on a regular basis and also identify any talent gaps ...

Consistently reviewing and analyzing KPIs can be crucial in helping your sales team adapt to change. For example, if you are moving in to a new market the KPIs will not l...

KPIs that are looking at the length of a sales cycle can identify bottlenecks in the pipeline and highlight opportunities that have been in the pipeline for too long. For...

Having been someone who has expanded an office in a new region I can certainly empathize with anyone who is in this situation at the moment and I totally understand the h...

Those that are not reflective of your business or the products your reps are expected to sell. AOVs vary across businesses as do sales cycles. One size doesn't fit all! I...

I would say adding more rigor around the reporting of KPIs on a weekly basis does help reps stay accountable. It should not be a one and done discussion if you want certa...

I think it makes sense to look at what success has looked like for your business as opposed to looking at general industry guidelines. What do the metrics look like for t...

Good question. I have seen these people in my time as a leader as well. However, not all sellers fall in to this bucket, so KPIs should be in place to support the rest of...

A challenging question and probably different across organizations. The one that I always find a challenge is the expected volume of outreach emails sent per week. This n...

Effectively breaking down the quarterly/annual sales goals across all levels within the sales org is the most effective way to get buy in. Be transparent about the role e...