Katie Harkins

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 organiz...

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-cal...

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 (Ann...

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 ey...

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 ins...

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 usual...

Some of the worst KPIs to commit to achieving are usually around Talk Time. God gave you 2 ears and one mouth for a reason. We should look more at engaging questions aske...

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 accoun...

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 zone...

I decided early on that I wanted to choose sales as a career. My dad was in private label contract negotiations in the grocery industry and my mom was a successful real e...