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Sales Team

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)?

1 Answer

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

Quota attainment & revenue will always the most important outcomes of any sales organization. However, the most mature sales organizations can align on a set of KPIs that will serve as leading indicators to success. It’s not to say that consistency hitting KPIs will guarantee achievement of r......Read More

558 Views

What are some of the *worst* KPIs to commit to achieving?

3 Answers

Katie Harkins

UserTesting VP of Sales • February 8

Some of the worst KPIs to commit to achieving are usually around Talk Time. God gave you 2 ears and one mouth for a reason. We should look more at engaging questions asked in a sales cycle. Sharing is caring. You can ask different titles within your organization how they would like to be asked th......Read More

800 Views

What are some KPIs that you find over-hyped and/or unimportant?

3 Answers

Katie Harkins

UserTesting VP of Sales • February 8

Some KPIs that are over-hyped and unimportant is Talk time. Did you hit your number? Are you asking great questions? Are you pushing yourself outside of your comfort zone on every pitch? It's cool now that we have visibility into the longest monologue or team talk time, but total talk time I've s......Read More

786 Views

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

4 Answers

Katie Harkins

UserTesting VP of Sales • February 8

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 accounts? Can you measure these goals on a weekly basis? Are the goals you set achievable? It's ok to shoot for the stars. Then here ......Read More

851 Views

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.

1 Answer

Eric Martin

Vanta Head Of Sales • November 28

First off, congrats on the big gains in ARR & ACV, and also for putting some key processes in place. Like many of my other responses, let me say here that "It depends." We should find some time to chat about your situation. At Vanta, we had a repeatable sales playbook from the early days, but ......Read More

428 Views

Do you have any advice for a junior who is a first sales hire?

3 Answers

Roee Zelcer

TikTok Head of Sales, Products & Services • February 9

Coming into an organization as the first sales hire puts a lot of responsibility on your shoulders. You are basically in charge of proving the validity of this function within the company. There are a few things that I would consider and act on in this position: Start with the short term. As a......Read More

2029 Views

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?

2 Answers

Katie Harkins

UserTesting VP of Sales • October 3

For complex features, I recommend flash carding like you're in high school and listening to successful recorded call. This can be on an individual basis or in a group zoom setting. It's important that every quota carrying individual has a script that they can easily access and commit the sales sc......Read More

673 Views

How do you think about shared KPI’s with your demand generation? And what are ones that sales teams often miss?

2 Answers

Katie Harkins

UserTesting VP of Sales • October 3

I love shared KPIs with Demand Generation. We're all on the same team. If marketing doesn't bring in the leads, sales teams are turning to outbounding which elongates sales cycles. I see the sales team missing content creation on assets that don't yet exist to handle objections within the sales c......Read More

683 Views

How do you communicate sales updates and activities to the rest of the company?

3 Answers

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

In my experience, communicating the performance & progress of your sales team to the company helps to connect all employees to the mission. It can create transparency into the health of the business, aligns individuals within the company more closely to the voice of the customer, and enables you ......Read More

1008 Views

How does "the way you motivate" your sales org change as your company scale?

3 Answers

Brian Tino

AlphaSense Director of Strategic Sales, EMEA • January 25

Good question! When it comes to motivation, at any stage & maturity of a sales organization, you need to make sure: 1. Purpose - your sales team understands the mission & objectives of the organizations, feels connected to the purpose of what you are trying to acheive, and most importantly, ca......Read More

1350 Views

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