Eleanor Preston

Regional Vice President, Retail Sales, Twilio

Content

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 ...

1874 Views

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

Eleanor Preston

Twilio Regional Vice President, Retail Sales • 1y

I really like this question because it's so true! Leadership can break a lot of trust by implementing incorrect KPIs for a segment. Experienced sellers will get angry the...

1564 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)?

Eleanor Preston

Twilio Regional Vice President, Retail Sales • 1y

Love this question, too. It's true. There are a few reasons: You will always have outliers in a sales org. Sometimes a rep has a windfall and reaches quota without hittin...

1364 Views

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

Eleanor Preston

Twilio Regional Vice President, Retail Sales • 1y

I alluded to this in an earlier question, there will also be those KPIs that come as "standard" to the sales job. How many calls did you have in a week, how many discover...

1266 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?

Eleanor Preston

Twilio Regional Vice President, Retail Sales • 1y

There is a give and take with standardizing KPIs but also having enough variance to account for things segment, (Strat, Ent, MM, Growth) number of accounts, and so on. Th...

1113 Views