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
1250 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
1236 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
1024 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
929 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
927 Views
Katie Harkins
UserTesting VP of Sales • February 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
849 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
829 Views
Katie Harkins
UserTesting VP of Sales • February 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
798 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
791 Views
Katie Harkins
UserTesting VP of Sales • July 6
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 estate agent. I always saw them hustling at home. I came out of the womb selling. My neighborhood friend and I would sell tomato......Read More
785 Views
Credentials & Highlights
VP of Sales at UserTesting
Top Sales Mentor List
Sales AMA Contributor