Katie Harkins
VP of Sales, UserTesting
Content
Katie Harkins
UserTesting VP of Sales • February 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
710 Views
Katie Harkins
UserTesting VP of Sales • February 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
680 Views
Katie Harkins
UserTesting VP of Sales • February 8
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 have closed up market? *What hiccups did you see in that original sales cycle? *Competitive Landscape *What potential objecti......Read More
657 Views
Katie Harkins
UserTesting VP of Sales • February 8
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 to learn from your peers and other people who are successful in your role. Even if it's a different segment or different vertical.......Read More
622 Views
Katie Harkins
UserTesting VP of Sales • February 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
593 Views
Katie Harkins
UserTesting VP of Sales • February 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
583 Views
Katie Harkins
UserTesting VP of Sales • February 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
493 Views
Katie Harkins
UserTesting VP of Sales • April 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
461 Views
Katie Harkins
UserTesting VP of Sales • February 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
461 Views
Katie Harkins
UserTesting VP of Sales • April 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
458 Views
Credentials & Highlights
VP of Sales at UserTesting
Sales AMA Contributor
Knows About Influencing the C-Suite, Developing Your Sales Career, Proof of Concepts Tactics, Dis......more