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(How) do you include top performers on certain KPIs to set benchmarks you want people to work against?
1 Answer
What role do Sales KPIs play in improving forecast accuracy, especially in unpredictable markets, and what approaches help teams make the most of these metrics?
1 Answer
How well do typical KPIs around deal progression capture potential bottlenecks in the sales pipeline, and what are some effective strategies to accelerate the sales cycle across different customer segments?
1 Answer
What's your process for figuring out what metrics to hold sales accountable for?
5 Answers
What KPIs should I own and not own?
I'm working at a start-up, and a first sales hire.
4 Answers
How do you recommend socializing KPIs (before the work starts and when it's done)?
5 Answers
What are some of the *worst* KPIs to commit to achieving?
4 Answers
What are good sales OKRs?
7 Answers
What is an important KPI that you see sales teams completely missing?
8 Answers
What are some KPIs that you find over-hyped and/or unimportant?
4 Answers
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)?
3 Answers
How do you develop quarterly/annual sales OKRs and tie those to individual projects?
4 Answers
How do you structure, hire, and train a high performing sales culture
1 Answer
What is the best way to align sales and customer success to increase positive outcomes for customers?
1 Answer
Question about org structures - what does your sales team org structure look like?
1 Answer
What is the best way to create and roll out a repeatable and scalable renewal process when joining as a revenue leader?
1 Answer
What are the biggest surprises when going from a company where sales was established to one where you have to establish sales?
1 Answer
What is your 30-60-90 day plan when you go into an org with the intention of setting up a sales function for the first time?
1 Answer
How do you retain good talent, especially when sales roles are in such high demand across the industry?
4 Answers
As a hiring manager, what do the best sales candidates have in common?
10 Answers
What are the key processes you'd set up when expanding the sales team from 1 to multiple people?
2 Answers
Do you have any advice for a junior who is a first sales hire?
4 Answers
How do you communicate sales updates and activities to the rest of the company?
4 Answers
What's the most effective way to scale a sales team beyond the first few reps?
4 Answers
What's your framework to prioritizing needs/deliverables when you're the first sales leader at a company establishing the function?
5 Answers
How does "the way you motivate" your sales org change as your company scale?
4 Answers
How do you think about shared KPI’s with your demand generation? And what are ones that sales teams often miss?
3 Answers
What does your sales team org structure look like?
3 Answers
If your sales team has only one or two people responsible for covering multiple products with complex features, how would you recommend dividing the workload in the short-term so as best to support long-term growth and expansion of the team?
3 Answers
When is a good time to start making big changes with sales processes? Our CEO believes we are too small 200+ employees to adopt a sales methodology. I have implemented best practices, rules of engagement, sales process, and all sales training. The only thing we lack is a methodology to bring the team together and unite us. We have made very large gains in ARR & ACV over 120%, but seem to have plateaued. I have approached my CEO many times always trying to improve culture, training, and support and find that it's the hardest part of my job to get him on board. I have proven myself with hard data and still can't seem to get through. The usual response I get is we just need to focus on getting X quarter sales in.
2 Answers
How does sales differ between a small and large company?
1 Answer
How do you think about your first 30/60/90 day goals when coming in as the Head of sales in a startup that didn't have sales before?
1 Answer
What's your best sales 30-60-90 day plan to make a big impact at a new company?
1 Answer
Setting KPIs can often feel arbitrary, especially when entering new markets. How do you get past this uncertainty to set realistic goals?
4 Answers
What advice would you give to someone tasked with taking the sales function up market in an existing business structure?
5 Answers
How do sales KPIs change with a self-serve product?
2 Answers
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