I've seen plenty of sellers regularly miss on their KPIs, but still reach or exceed quota, so why have more than 1 KPI (quota attainment)?

Love this question, too. It's true. There are a few reasons: You will always have outliers in a sales org. Sometimes a rep has a windfall and reaches quota without hittin...

Quota attainment & revenue will always the most important outcomes of any sales organization. However, the most mature sales organizations can align on a set of KPIs ...

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...

I think any KPI that is not integrated into the quota and comp structure for any AE by and large is misguided. If you want AEs to focus on specific behaviors then build i...

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...

KPIs drive the behavior you expect to see from your Sales team. Quota attainment is typically the primary focus for Sales teams, how you achieve those results can alter t...

If targets are reached you want to ensure that it will stay that way. So pipeline is very important as well. If pipeline is in good health, you are in a good spot. If not...