What's your process for figuring out what metrics to hold sales accountable for?

To effectively define the metrics for which you should hold sales accountable, I look at a few things:Understand the "Sales Math" of the business across some core univers...

I stole the idea of “WGLL” from Kevin Dorsey, who works across his leadership structure in sales teams to be maniacally focused on what good looks like, and work backward...

My process for figuring out what metrics to hold sales accountable for is related their percentage to quota each month//quarter & their W2. You can never take your ey...

Usually my process for figuring out what metrics to hold accountable for looks something like...Step 1: Work with a cross-functional group to align on the ultimate goals ...

I alluded to this in an earlier question, there will also be those KPIs that come as "standard" to the sales job. How many calls did you have in a week, how many discover...

I think it makes sense to look at what success has looked like for your business as opposed to looking at general industry guidelines. What do the metrics look like for t...

It all starts with the business and strategic objectives of the company:Growth Rate, Geographical Expansion, Product Mix etc. etc. are the determining factors of the KPIs...

Your process should be dependent on your targets: Are you focused on new logo acquisition vs. expansion? Is your goal to drive more revenue through self-serve as you go ...