What are good sales OKRs?

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 Number of Net New Logos Total Transactions from Cross Sells Total Selling Days in Month//Quarter Total Calls//Emails (Calls2Set +Emails2Set Ratio) Total Talk Time % to Quota Selling Days Show Ratio Average Deal Size I live by ...Read More

Since nearly everything is quantified in sales, OKR's can sometimes come across as redundant and inconvenient to manage to the uninitiated. But OKR's are an amazing vehicle to drive focus on the core strategic initiatives that will generate greater success, and gain cross-functional alignment, visibility and support in achieving these goals. There are two major benefits IMO opinion in defining Sales OKR's: Clarity - the process of defining Objectives and Key Results, if applied with rigor and as ...Read More

Here are a few good OKRs that I focus on within my region: Objective: Increase Revenue Growth Result: Increase sales stage conversation rate by x % Result: Increase average deal size by x % Objective: Enhance Customer Retention & Satisfaction Result: Increase net dollar retention rate for existing enterprise clients Result: Generate a certain percentage of revenue from upselling and expanding customers. Objective: Optimize Sales Process & Efficiency Result: Decrease sales cycle duration ...Read More

The Framework That Works: Focus on leading indicators that reps can control, not just lagging outcomes they can't. Revenue Growth: Objective: Accelerate revenue growth in target segments KR1: Achieve $X ARR from X employee companies KR2: Increase average deal size by x% on enterprise deals KR3: Hit 105% of quarterly quota with 85%+ of reps at goal Pipeline Health: Objective: Build predictable, high-quality pipeline KR1: Maintain 4x pipeline coverage with 90%+ qualification accuracy KR2: Achieve ...Read More

The fundamental sales OKRs are Revenue, Pipeline and Activities leading to pipeline generation. Pipeline generated x Average Sales Price x Close Rate = Revenue Modern sales tools will provide you with plenty of KPIs, however, the context and the priorities of the business will determine the importance of individual KPI. If the business wants to grow by productivity increase rather than headcount growth, the Productivity Per Rep (PPR) is a key driver. Sales Cycle, Close Rate and Average Sales Pri ...Read More

OKRs can vary depending on how your specific business and team are measured. It is crucial to first understand what the business OKRs are before you can be prescriptive in delineating key objectives to your respective team. Team metrics: Data trends - SCL, ACV, WR + pipeline (3x) Days within stage ACV (average contract value) ASC (average sales cycle) Delineated by stage WR (win rate) Delineated by stage New logos New logo vs. expansion revenue SQO to SAO production (sales qualified to sales acc ...Read More

Sales OKRs should be designed to align with the overall business objectives and drive measurable outcomes that contribute to revenue growth and customer success. Here are some examples of good sales OKRs: 1. Objective: Increase Revenue Key Result 1: Achieve a 20% increase in monthly recurring revenue (MRR) by the end of the quarter. Key Result 2: Close 50 new deals with high-value clients within the target market. Key Result 3: Increase average deal size by 15% through upselling and cross-sellin ...Read More

Good OKRs define the output you are looking to achieve. Be clear in your outcome and give your sellers the space to define their process. Your managers can lean in on process suggestions, if they need help there. It can be easy to focus on effort metrics like volume of calls or emails, however if the true goal is simply the weekly PipeGen that was achieved or amount of revenue that was booked, use them as your North Star. For roles where they also act as Post-Sales/Success, instead of monitoring ...Read More