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

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6 Answers
Sales KPIs
  1. Katie Harkins
    Katie Harkins

    Glide VP of Sales • 3y

    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 gut check? WEDNESDAY: KOOLAID! Press hits on your company, new case studies, competitive wins, etc. THURSDAY: Low/High/KPIs. It's not too late to turn it around. It's time to praise those that have worked ...Read More

    2,036 Views
  2. Brian Tino
    Brian Tino

    AlphaSense Senior Director, Strategic Sales • 2y

    Ideally the work of socializing KPIs starts at the very beginning. Usually my recommended process looks something like this… Before the work starts Work with a cross-functional group to align on the ultimate goals & objectives that are aligned with the strategy of your sales team or revenue organization. Then take those goals & objectives and break them into the core tasks, behaviors, and milestones that if achieved will be a leading indicator to the success of your team. Once you have a ...Read More

    585 Views
  3. Yusuf Bulan
    Yusuf Bulan

    HubSpot Director Sales DACH • 1y

    I would recommend to share KPIs very early on. Transparency helps to set expectations and progress. It allows to celebrate success and also to identify areas for improvement. It also creates a competitive mindset which we want to see amongst sales teams. (In a healthy manner!)

    If the question is referring to the planning phase, then I would say to socialize KPIs with the management team (cross functional leaders) and only share once they are confirmed

    643 Views
  4. Rob Vitulano
    Rob Vitulano

    Zendesk Director, Commercial Sales - West • 1y

    KPIs are best socialized in the largest setting, where they are relevant for all stakeholders. This establishes transparency and consistency for those who it applies to. For smaller companies this might be a Sales All Hands, while larger organizations might be done in a Team Meeting. Of course, you'll want to allow for questions and clarity to be proven. This can be done in either a group setting, but I also suggest you give space in a 1:1 for nuanced questions to be addressed. Every seller shou ...Read More

    957 Views
  5. 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
  6. Helen D'Abreo
    Helen D'Abreo

    SurveyMonkey Director, Expansion Sales • 1y

    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 certain behaviors to be consistent.

    It is also beneficial to make sure KPI expectations are understood by any new reps coming in to a business. Ensuring good behaviors are exhibited from the start of a new reps tenure will set them up for ongoing success.

    562 Views

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