Setting KPIs can often feel arbitrary, especially when entering new markets. How do you get past this uncertainty to set realistic goals?

I really like this question because it's so true! Leadership can break a lot of trust by implementing incorrect KPIs for a segment. Experienced sellers will get angry the...

"You can't improve what you don't measure" - Peter Drucker. When starting out in a new market, there can be lots of uncertainty. This uncertainty is the starting point,...

As important as any KPI is why the metric is being measured, how you intend to reliably collect and review the data and the frequency you will get together to review the ...

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 accoun...

Great question — I would recommend a few principles here for setting KPIs into new markets: Start small: understand what the 2-3 wins will be over the first few months ...

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...

Agreed…setting KPIs that are focused on outcomes or the results of complex efforts without historical information can feel arbitrary.Therefore my coaching generally in th...

“SMART” goals; they’re simple and effective: Specific Measurable Achievable Relevant Time-Bound This is a classic way to hold yourself accountable with realistic outcom...

I think the key here is set proper expectations. You can still get team members to buy in to some of these metrics that may be arbitrary if you let them know that you mig...