Katie Cook

Senior Director, Sales Strategy & Operations, Salesforce

Content

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

Katie Cook

Salesforce Senior Director, Sales Strategy & Operations • November 21

OOF! Asking the hard questions today! I love it! Yes you are 100% correct. I don't know how many times I felt like I should just get a dart board out or ask a magic 8 ball about our next FY targets because there are so many things that could effect our performance that we have no control over (pa......Read More

572 Views

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

Katie Cook

Salesforce Senior Director, Sales Strategy & Operations • November 21

The KPI that I tend to disagree with the most is hiring targets (I am using the term KPI very loosely here as some revenue ops are not involved with headcount planning). It is, of course, important to push businesses to grow, particularly when sales territories are too enriched and one salesperso......Read More

555 Views

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

Katie Cook

Salesforce Senior Director, Sales Strategy & Operations • November 21

I love this question because it gets beyond the nerdy numbers part of our job and gets to arguably the more difficult part--LEADERSHIP! Sales Strategist are trusted business partners to our sales leaders. We have a duty to advise them on their business, even if that means telling them they are mi......Read More

530 Views

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

Katie Cook

Salesforce Senior Director, Sales Strategy & Operations • November 21

So I may get drummed out of the Sales Strategy business for this answer, but I would have to say "raw" Pipe Generation. Yes Yes I know thats crazy! I very specifically included the word raw because I am referring to pipe generation numbers that have not been scrutinized by strategy/sales leadersh......Read More

523 Views

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

Katie Cook

Salesforce Senior Director, Sales Strategy & Operations • November 21

GREAT question. The biggest gap I often see when it comes to KPIs is not including personnel characteristics. Things like tenure, time in role, geographic distance to customer, etc. can have a HUGE impact on an AEs ability to sell. While it is often up to the sales leaders to identify these types......Read More