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What is an important KPI that you see sales teams completely missing?

Adam Wainwright

HubSpot GTM Leader | Building Products that help Sales teams win | Formerly Clari, CallidusCloud (SAP), Selectica CPQ, Cacheflow • 1y

One of the most important KPIs I see sales teams consistently missing is engagement with senior titles. While many teams focus on tracking activity—such as the number of ...

506 Views

What are some sales kpis that are hard to track or less commonly tracked but that you think move the needle?

Eleanor Preston

Twilio Regional Vice President, Retail Sales • 1y

So much of the sales KPI tracking has been automated (# meetings, Pipeline generated, funnel progression) so I find the manual ones more difficult to track, but move the ...

1,929 Views

What are good sales OKRs?

George Cerny

Collectly VP of Sales • 2y

Since nearly everything is quantified in sales, OKR's can sometimes come across as redundant and inconvenient to manage to the uninitiated.But OKR's are an amazing vehicl...

2,434 Views

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?

Mike Haylon

Asana GM, AI Studio • 1y

Sales KPIs play a critical role in forecast accuracy, especially in unpredictable markets. Amidst the market turbulence, really the only thing you have are deal execution...

1,196 Views

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?

Scott Barton

Bluevine Head of Sales, Lending & Credit • 8mo

Bottlenecks can typically be identified by your conversion rates within your pipeline. First, you should map our your buying stages. Typically this starts with Stage 0 (a...

1,184 Views

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

Nick Feeney

Loom VP, Revenue • 3y

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

765 Views

What KPIs should I own and not own?

I'm working at a start-up, and a first sales hire.

Nick Feeney

Loom VP, Revenue • 3y

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 yo...

1,005 Views

What advice would you give to someone tasked with taking the sales function up market in an existing business structure?

Ehsan Vohra

www.digipow.co Project Manager - Software - Startup - Tech | I Help Companies to Drive 3x Growth at Sales & Marketing • 3y

Those are great pieces of advice to consider when taking the sales function up-market in an existing business structure. It's important to understand what has worked in t...

(How) do you include top performers on certain KPIs to set benchmarks you want people to work against?

Yusuf Bulan

HubSpot Director Sales DACH • 1y

Absolutely yes! We celebrate high performers in team meetings (also broader teams) and share their attainment and other KPIs (not all of course). We also share averages a...

1,128 Views

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)?

Helen D'Abreo

SurveyMonkey Director, Expansion Sales • 1y

Good question. I have seen these people in my time as a leader as well. However, not all sellers fall in to this bucket, so KPIs should be in place to support the rest of...

1,359 Views

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

Nick Feeney

Loom VP, Revenue • 3y

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 qu...

1,057 Views

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

Brian Tino

AlphaSense Senior Director, Strategic Sales • 2y

Sheer “number of activities” (calls/emails) completed is one of the most over-hyped metrics. While it is easy to measure with modern tracking tools, I find it incentivize...

676 Views

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

Nick Feeney

Loom VP, Revenue • 3y

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 ...

867 Views

How do you recommend socializing KPIs (before the work starts and when it's done)?

Katie Harkins

Glide VP of Sales • 3y

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-cal...

2,067 Views

How do you develop quarterly/annual sales OKRs and tie those to individual projects?

Rob Vitulano

Zendesk Director, Commercial Sales - West • 1y

Re-evaluating KPIs on a regular basis is a healthy practice for your company. Just because it worked this year, doesn't mean those same motions will work next. For instan...

1,196 Views

How do sales KPIs change with a self-serve product?

Nick Feeney

Loom VP, Revenue • 3y

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 (...

1,005 Views

Sales Team · Sales KPIs