Sales KPIs
5 Answers
Katie Harkins
UserTesting VP of Sales • February 8
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 measure the following: * Total Appointments//Discos * Total Pitches Completed * Total Numb......Read More
1250 Views
3 Answers
Katie Harkins
UserTesting VP of Sales • February 8
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 from last week, etc TUESDAY: Who needs to get excited about the next 4 selling days? Who needs a ......Read More
1236 Views
4 Answers
Katie Harkins
UserTesting VP of Sales • February 8
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 responsible for first and foremost revenue and making the company money. My favorite engineer use to call......Read More
927 Views
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
556 Views
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
798 Views
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
784 Views
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
849 Views
5 Answers
Brian Tino
AlphaSense Director of Strategic Sales, EMEA • January 25
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 and go-to-market motion you'll tend to focus on smaller, more nimble customers to validate your pr......Read More
1503 Views
5 Answers
Brian Tino
AlphaSense Director of Strategic Sales, EMEA • January 25
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 and 2) measure over time. However, if done well they can be can be two of the biggest unloc......Read More
1964 Views
What KPIs should I own and not own?
I'm working at a start-up, and a first sales hire.
3 Answers
Katie Harkins
UserTesting VP of Sales • February 8
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 asking enough demand generation questions. What keywords are you bidding on? Why? Why haven't we tried......Read More
829 Views