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George Cerny

VP, Growth Sales, B2B2C Sales & LATAM, Iterable

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

George Cerny

Iterable VP, Growth Sales, B2B2C Sales & LATAM • November 15

"You can't improve what you don't measure" - Peter Drucker. When starting out in a new market, there can be lots of uncertainty. This uncertainty is the starting point, however, for a fun and exciting journey to figuring this new market out. But uncertainty can be the enemy of action, so you w......Read More

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What are good sales OKRs?

George Cerny

Iterable VP, Growth Sales, B2B2C Sales & LATAM • November 15

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 vehicle to drive focus on the core strategic initiatives that will generate greater success, and gain cross-functional alignment,......Read More

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

George Cerny

Iterable VP, Growth Sales, B2B2C Sales & LATAM • November 15

To effectively define the metrics for which you should hold sales accountable, I look at a few things: 1. Understand the "Sales Math" of the business across some core universally applicable SaaS Sales metrics 2. Compare the performance of the top 1/3 AE's against the bottom 1/3 AE's and ......Read More

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

George Cerny

Iterable VP, Growth Sales, B2B2C Sales & LATAM • November 15

By far the most over-hyped KPI is total pipeline created. This is certainly a key metric to track week over week as a health check, but it provides little insight into what's actually going on. The problem with total pipeline created, is at no point should the conversation end with that KPI. I......Read More