Katie Cook

Senior Director, Sales Strategy & Operations, Salesforce

Content

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

Katie Cook

Salesforce Senior Director, Sales Strategy & Operations • 2y

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 in...

1708 Views

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

Katie Cook

Salesforce Senior Director, Sales Strategy & Operations • 2y

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 busin...

1617 Views

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

Katie Cook

Salesforce Senior Director, Sales Strategy & Operations • 2y

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). ...

1524 Views

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 • 2y

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 bal...

1415 Views

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

Katie Cook

Salesforce Senior Director, Sales Strategy & Operations • 2y

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 c...

1253 Views