Sales KPIs

Good question! Taking a sales function up market in an existing business can be one of the most challenging but lucrative transformations of an organization. Often in the early days of your business a

Here's some advice I would give to someone tasked with taking the sales function up-market in an existing business structure: *What sales cycles are repeatable that have closed up market?  *What hiccu

Moving up-market is no easy task. It adds a great deal of complexity, precision, and requires more people, processes, workflows, and technologies to do it effectively. This initiative must be done co

If you are tasked with taking the sales function up market in an existing business structure, here are some pieces of advice that you may find helpful: Understand your target market: Start by researc

In my experience, two of important KPIs that most sales teams miss are: Number of purposeful conversations Number of experiments And it makes sense because both of these metrics harder to 1) define

An important KPI that I see sales teams completely missing is how many chorus or gong calls were listened to in a month//quarter outside of YOUR calls. It's important to learn from your peers and othe

Naturally, in most cases, sales teams are mainly measured against revenue. This could come in many forms such as potential revenue such as leads, MQLs, SQLs, etc., or actual revenue from active and ex

As mentioned earlier, KPIs vary depending on the business and teams specifically. Below are a few metrics that I find businesses neglect to prioritize: Employee satisfaction Retention Burnout and me

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

I think about this in two ways: Vanity metrics Key business metrics Activity: Leaders should care less about the mass quantity of emails and calls and focus more on quality and conversion rates. Ho

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 askin

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 y

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 goal

“SMART” goals; they’re simple and effective: Specific Measurable Achievable Relevant Time-Bound This is a classic way to hold yourself accountable with realistic outcomes. When I think about revenue

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 eyes off the target. We are resp

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 up market? How are you holding

Compared to a sales-assisted org, your KPIs change with a self-serve product. You want product lead growth that funnels your NRR to feed your MRR that feeds your ARR (Annual Recurring Revenue).  Some

Compared to a sales-assisted org, your KPIs change with a self-serve product. You want product led growth that funnels your NRR (Net Revenue Retention) to feed your MRR (Monthly Recurring Revenue) tha

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 meas

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 t

I recommend socializing KPIs in team meetings, emails and in your slack channels. I have a weekly schedule I've followed over the years: MONDAY: Make it personal, pre-call prep for the week, praise fr

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