ChaoticGood

Chief Revenue Officer

I don't give my sales staff daily call targets or KPIs. Should I?

Honestly I think I have the right way of thinking. No KPIs, no "you must make 120 calls a day" or anything of the sort.

My guys have a yearly revenue target they have to reach. If they get to those targets, they get large bonuses, trips etc..

A part of me still thinks that maybe we would grow far faster by having more aggressive KPIs. What's your opinion? Would you rather have specific short term targets and aggressive stats/KPIs, or a larger goal that you have to reach without managers breathing down your neck?

KPIs

Attached poll

Aggressive KPIs Big Picture less daily goals

*Voting in this poll no longer yields commission.

🧢 Sales Management

11 comments

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funcoupons

WR Officer

👑

Let them go free, if someone is consistently underperforming its time to set some short term goals and KPIs to get them back on track.

MitchandMurray

Politicker

Business Development Director

Completely agree, it’s also easy to remind your team about the long term goals during the short term in a motivating way as well.

1nbatopshotfan

Politicker

Sales

Agreed 100%.

Telehealth_2the_Moon

Notable Contributor

Director of Business Development

It sounds like you’ve got a strong team that knows what they are doing.

Save the KPI setting for under-performers or maybe new hires until they get the hang of things.

braintank

Politicker

Enterprise Account Executive

Short term KPIs are for PIPs. If you're team is hitting their long term goal and all all the metrics look good (e.g. 3-4x pipeline coverage) then let them do their thing.

SADNES5

Politicker

down voters are marketing spies

I have a team. I have personal goals, but I don't set goals for them. Lead by example and if you've hired good people they will follow.

Strangis

Valued Contributor

Key Account Manager / BDM

you should try the old "10 calls before 10am" competition atleast?

pirate

Big Shot

🦜☠️ Account Executive

Used to work for a company where we had forecast call every morning and you were crusified if you got it wrong. I learned forecasting but I felt like a number. It's great understanding what the targets are and where I need to be because clarity is kindness. I suppose just treat people as people while doing it

Finesy

Valued Contributor

Account Representative III

KPI’s for the sake of having them will encourage people to make fake dials. If a rep is struggling then you evaluate where they excel and where they have work to do, then develop a plan for them. I hate the same KPI’s for everyone. Everyone is different.

CaneWolf

Politicker

Call me what you want, just sign the damn contract

KPIs can be tracked but don't make people beholden to them unless they're sucking.

TheRealPezDog

Notable Contributor

Account Manager

Absolutely not. You will burn out your good reps and not allow them the space and time they need to grow large accounts and build long lasting client relationships. I have spent 3.5 years at my current company and my growth from year 2-3 (amid a pandemic mind you) was well over 600%... In some organizations, specifically the ones with bullshit KPI's like dials, I would have been fired long before I hit my stride. Now my clients are taking care of ME and in turn I am fucking crushing it. Hope this helps. If they have the attitude and they work hard who cares how many dials they make, let them grow with some autonomy and you're going to develop a really strong sales team in 5 years.

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ChaoticGood

I don't give my sales staff daily call targets or KPIs. Should I?

KPIs

11 comments

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