What KPIs should I own and not own?

If you have a quota, you should take ownership over all your KPIs. Make sure you make them easy to find in one dashboard. I usually call this my "Birds Eye View." I usually see sales leaders not asking enough demand generation questions. What keywords are you bidding on? Why? Why haven't we tried these keywords? I take my top 10 objections in my sales cycles and turn them into collateral. Whether it be a blog post, webinar or ebook. It's easy to user in sales cycles to farm prospects when you al ...Read More

Great question! A big one too…for a startup GTM hire looking to develop and own KPIs, I’d recommend working with leadership to align to the KPIs that are most imperative to driving success for your business. For a startup, it can look like steps to traction in a space, or finding the first few customers — in that case, focus your KPIs on pipeline generation, lead creation, and more. I’d even say that you should be setting KPIs for inverse ICP discovery—what are we learning about the market that ...Read More

You should own every single KPI that impacts revenue. As a seller or leader, you need to ask yourself which KPIs influence your ability to overattain. For example, do you know the top 5 reasons why you lose deals? Are you able to work with enablement to create collateral on how to get ahead of those top loss reasons at Discovery stage moving forward? Do you know which AE moves deals through the pipeline the fastest? What are the top 2-3 reasons why that is happening? How can you build a process ...Read More

Here are the KPIs I believe a Sales Director should own: Regional Revenue: Total revenue generated by the sales team. Sales Pipeline Value: Measures the total value of all potential deals in the regional sales pipeline. Conversion Rates: Track the percentage of leads or prospects that convert into paying customers. For me, there is a strong focus on tracking conversion of Stages 1 - 3 to identify potential selling gaps within the rep and/or team. Average Deal Size: Can add insight into product o ...Read More