Rob Vitulano

KPIs drive the behavior you expect to see from your Sales team. Quota attainment is typically the primary focus for Sales teams, how you achieve those results can alter t...

Re-evaluating KPIs on a regular basis is a healthy practice for your company. Just because it worked this year, doesn't mean those same motions will work next. For instan...

Good OKRs define the output you are looking to achieve. Be clear in your outcome and give your sellers the space to define their process. Your managers can lean in on pro...

Many businesses focus on the effectiveness of a seller, where most of the attention should be. However, it can be very important to look at the effectiveness of those sup...

KPIs are best socialized in the largest setting, where they are relevant for all stakeholders. This establishes transparency and consistency for those who it applies to. ...