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

2 Answers
Katie Harkins
Katie Harkins
UserTesting VP of SalesFebruary 8

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 calendar from last year and mapping what you did with your time and what was accomplished. This way you don't start from scratch. 

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Beau Noonan
Beau Noonan
Matterport Enterprise Sales DirectorJune 7

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. For example, increasing Stage 1 conversions by 20% within the next 90 days.

  • Assign projects: Assign specific projects to members of the sales team based on their skills, expertise, and areas of responsibility.

  • Align individual OKRs: Connect individual projects to sales team OKRs by setting individual key results that contribute to overall sales objectives.

  • Success Criteria: Clearly define the success criteria for each individual project and how they contribute to the overall sales objectives.

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