AMA: UserTesting VP of Sales, Katie Harkins on Sales KPIs
February 8 @ 10:00AM PST
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UserTesting VP of Sales, Katie Harkins on Sales KPIs
Top Questions
Katie Harkins
UserTesting VP of Sales • February 9
An important KPI that I see sales teams completely missing is how many chorus or gong calls were listened to in a month//quarter outside of YOUR calls. It's important to learn from your peers and other people who are successful in your role. Even if it's a different segment or different vertical.......Read More
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Katie Harkins
UserTesting VP of Sales • February 9
Here's some advice I would give to someone tasked with taking the sales function up-market in an existing business structure: *What sales cycles are repeatable that have closed up market? *What hiccups did you see in that original sales cycle? *Competitive Landscape *What potential objecti......Read More
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Katie Harkins
UserTesting VP of Sales • February 9
Here is my favorite hit list of OKRs for Sales: *ASP *Average Sales Cycle *# of net new logos *Total discos scheduled *Percentage to quota I've been at different organizations that also liked to measure the following: * Total Appointments//Discos * Total Pitches Completed * Total Numb......Read More
1260 Views
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Katie Harkins
UserTesting VP of Sales • February 9
Compared to a sales-assisted org, your KPIs change with a self-serve product. You want product lead growth that funnels your NRR to feed your MRR that feeds your ARR (Annual Recurring Revenue). Some of my favorite self-serve product metrics are the following: *CAC *Unique traffic visits *......Read More
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Katie Harkins
UserTesting VP of Sales • February 9
My process for figuring out what metrics to hold sales accountable for is related their percentage to quota each month//quarter & their W2. You can never take your eyes off the target. We are responsible for first and foremost revenue and making the company money. My favorite engineer use to call......Read More
929 Views
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Katie Harkins
UserTesting VP of Sales • February 9
Everyone has seen the "SMART" goals sheet. Are you specific with your goals when selling into new markets? Maybe it's by geo or by vertical or by title or by named accounts? Can you measure these goals on a weekly basis? Are the goals you set achievable? It's ok to shoot for the stars. Then here ......Read More
851 Views
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What KPIs should I own and not own?
I'm working at a start-up, and a first sales hire.
Katie Harkins
UserTesting VP of Sales • February 9
If you have a quota, you should take ownership over all your KPIs. Make sure you make them easy to find in one dashboard. I usually call this my "Birds Eye View." I usually see sales leaders not asking enough demand generation questions. What keywords are you bidding on? Why? Why haven't we tried......Read More
831 Views
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Katie Harkins
UserTesting VP of Sales • February 9
Some of the worst KPIs to commit to achieving are usually around Talk Time. God gave you 2 ears and one mouth for a reason. We should look more at engaging questions asked in a sales cycle. Sharing is caring. You can ask different titles within your organization how they would like to be asked th......Read More
800 Views
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Katie Harkins
UserTesting VP of Sales • February 9
Some KPIs that are over-hyped and unimportant is Talk time. Did you hit your number? Are you asking great questions? Are you pushing yourself outside of your comfort zone on every pitch? It's cool now that we have visibility into the longest monologue or team talk time, but total talk time I've s......Read More
786 Views
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Katie Harkins
UserTesting VP of Sales • February 9
We develop quarterly and annual sales OKRs every year. We've done V2Moms that were due in January by every employee. We've made it a requirement to post them publicly inside our Slack profiles so everyone in the company has visibility into your V2Moms as well. I recommend exporting your work cale......Read More
931 Views
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Katie Harkins
UserTesting VP of Sales • February 9
I recommend socializing KPIs in team meetings, emails and in your slack channels. I have a weekly schedule I've followed over the years: MONDAY: Make it personal, pre-call prep for the week, praise from last week, etc TUESDAY: Who needs to get excited about the next 4 selling days? Who needs a ......Read More
1238 Views
1 request