sales savages! if you're in a primarily closing position, what kind of metrics are you held to?
AspenIsForLovers
Metrics?
what are the metrics you’re held to?
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Quota first, then if you're not hitting it or making good progress all the other KPIs come into play. I don't mind that. Means you're not being micromanaged when you're doing well but does mean you get some fresh eyes when things aren't going well. All comes down to how the bosses handle it though!
Agree! quota above anything else. If you aren't hitting well then you can start to look at other metrics compared to peers and make sure you are keeping up
There is no option for Pipeline. I think that's an important one.
My KPI's in order of importance:
- YTD Quota attainment
- Quarterly Revenue VS Forecast
- Rolling 4Q total pipeline VS goal
- Rolling 4Q qualified pipeline VS goal
- Quarterly pipeline generation VS goal
My KPI's in order of importance:
- YTD Quota attainment
- Quarterly Revenue VS Forecast
- Rolling 4Q total pipeline VS goal
- Rolling 4Q qualified pipeline VS goal
- Quarterly pipeline generation VS goal
Sell baby sell.
What are we talking about here, AEs, BDRs, Sales Managers?
Also, if a certain rep is crushing it consistently do you think he holds himself accountable to everyone else or themseselves?
Also, if a certain rep is crushing it consistently do you think he holds himself accountable to everyone else or themseselves?
To your 2nd question, I've always found it easier if there is a strong competitor. Like another rep who consistently crushes, I want that person to be my frenemy.
However, the longer I do this the easier it is to hold myself accountable.
However, the longer I do this the easier it is to hold myself accountable.
Me too, I have a teamate that crushed appointment quota by like 200% month in and month out, I love it and hate it at the same time hahaha.
Metrics always need context, that's lost on a lot of managers.
For my AE's I just care about them hitting quota. I don't care how they do it there just is to hit it. Sometimes dials work for a rep but sometimes emails work for a rep.
I hold my team to quota, then if they dont hit work our way up the sales funnel to find areas to improve. We lay out general parameters that I know lead to success and exceeding quota but I understand there are multiple ways to skin this cat, what works for one AE is generally different than another, so I find a system that works for each AE and hold them accountable to those agreed upon metrics.
1. Results 2. pipeline health 3. activities. if 1 is good, 2 and 3 don't matter. 1 is bad, check on 2. if 2 is good, you coach. if 2 is bad, you move on to 3. is the effort on 3 there? if 3 is bad, big problem. if 3 is good but 1 and 2 bad, you coach!
If someone is looking at my call volume, I'm probably already fired
Quota.
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