Profile
Katie Harkins

Katie Harkins

VP of Sales, UserTesting

Content

Katie Harkins
Katie Harkins
UserTesting VP of SalesFebruary 8
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-call prep for the week, praise from last week, etc TUESDAY: Who needs to get excited about the next 4 selling days? Who needs a ......Read More
1203 Views
Katie Harkins
Katie Harkins
UserTesting VP of SalesFebruary 8
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 organizations that also liked to measure the following: * Total Appointments//Discos * Total Pitches Completed * Total Numb......Read More
1127 Views
Katie Harkins
Katie Harkins
UserTesting VP of SalesFebruary 8
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 (Annual Recurring Revenue).  Some of my favorite self-serve product metrics are the following: *CAC *Unique traffic visits  *......Read More
989 Views
Katie Harkins
Katie Harkins
UserTesting VP of SalesFebruary 8
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 inside our Slack profiles so everyone in the company has visibility into your V2Moms as well. I recommend exporting your work cale......Read More
895 Views
Katie Harkins
Katie Harkins
UserTesting VP of SalesFebruary 8
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 eyes off the target. We are responsible for first and foremost revenue and making the company money. My favorite engineer use to call......Read More
890 Views
Katie Harkins
Katie Harkins
UserTesting VP of SalesFebruary 8
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 accounts? Can you measure these goals on a weekly basis? Are the goals you set achievable? It's ok to shoot for the stars. Then here ......Read More
809 Views
Katie Harkins
Katie Harkins
UserTesting VP of SalesFebruary 8
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 usually see sales leaders not asking enough demand generation questions. What keywords are you bidding on? Why? Why haven't we tried......Read More
793 Views
Katie Harkins
Katie Harkins
UserTesting VP of SalesFebruary 8
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 asked in a sales cycle. Sharing is caring. You can ask different titles within your organization how they would like to be asked th......Read More
758 Views
Katie Harkins
Katie Harkins
UserTesting VP of SalesApril 27
My old CRO always said, "If you're at a company that isn't hiring or growing, you're at the wrong company." Harsh, but true.  Key stakeholders from other departments will consistently change as your company grows. Maybe some people move on or maybe some people get let go in today's world. It's......Read More
754 Views
Katie Harkins
Katie Harkins
UserTesting VP of SalesApril 27
If you're junior at your company and a newer sales professional, below are a few ways to get exposure to the c-suite. Internally at your company: * Manage up emails * Exposure during company all hands * Shout outs * Customer Wins Shared via Slack or Email * Employee of the month nominati......Read More
751 Views
Credentials & Highlights
VP of Sales at UserTesting
Top Sales Mentor List
Top 10 Sales Contributor