Compared to a sales-assisted org, your KPIs change with a self-serve product.
You want product lead growth that funnels your NRR to feed your MRR that feeds
your ARR (...Read More
Content
Most Relevant
VP of Sales at UserTesting • February 9
Most Relevant
VP of Sales at UserTesting • February 9
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 organ...Read More
Most Relevant
VP of Sales at UserTesting • February 9
An important KPI that I see sales teams completely missing is how many chorus or
gong calls were listened to in a month//quarter outside of YOUR calls. It's
important ...Read More
Most Relevant
VP of Sales at UserTesting • February 9
Here's some advice I would give to someone tasked with taking the sales function
up-market in an existing business structure: *What sales cycles are repeatable
that ha...Read More
Most Relevant
VP of Sales at UserTesting • February 9
We develop quarterly and annual sales OKRs every year. We've done V2Moms that
were due in January by every employee. We've made it a requirement to post them
publicly ...Read More
Most Relevant
VP of Sales at UserTesting • February 9
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 eye...Read More
Most Relevant
VP of Sales at UserTesting • February 9
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 us...Read More
Most Relevant
VP of Sales at UserTesting • February 9
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 acc...Read More
Most Relevant
VP of Sales at UserTesting • February 9
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-...Read More
Most Relevant
VP of Sales at UserTesting • February 9
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 z...Read More
Credentials & Highlights
VP of Sales at UserTesting
Sales AMA Contributor
Top 10 Sales Contributor
Knows About Influencing the C-Suite, Developing Your Sales Career, Sales
Interviews, Pipeline Man...more