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What are the KPI of a high-performing Account Executive selling entreprise tech?

Hey, sales savages,


I got promoted to AE beginning of this year from SDR and I hit my yearly quota 1 week ago.


Now that I am done bragging I find myself wanting to reach "my full potential".


The problem is there are plenty crappy suggestions of KPIs for AE out there.


What are the best ones to track and follow to be a top performer? (link to useful posts accepted)


Edit: e.g. for SDR: 50 dials, 30 emails and 20 LI msg a day. 24 qualified opportunities a quarter, etc...

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2
brotato
WR Lieutenant
+9
Head of Sales
Pipeline velocity

(# of qualified deals X average deal size X win %) / length of sales cycle
It's an equation you can Google. Basically you want the numerator to be greater than the denominator.Β 

Higher pipeline velocity = good and a lower pipeline velocity = bad
Then figure out the ways to increase your qualified pipeline (or decrease your unqualified pipeline), increase your deal size, or improve your win rate.
AlexT
Politicker
+9
Account Executive
@brotatoΒ Gold, gold, gold. This is the kind of stuff I was hoping to read. Great value, thanks!Β 
Fi
FinanceEngineer
Opinionated
+3
Channel Sales Director
Velocity is very important, and this is the metric that matters most. The key - you have to close.
Salespreuner
Big Shot
+11
Regional Sales Director
Got to check this thread soon for sure - congratulations on your quota completion!
AlexT
Politicker
+9
Account Executive
@VKN_SalespreunerΒ Thank you for your kind word!Β 
Salespreuner
Big Shot
+11
Regional Sales Director
Welcome @AlexTΒ !! :)
CuriousFox
WR Officer
+13
Senior Account Executive
Nice job!

Follow your company's KPIs set by the sales playbook.Β 
AlexT
Politicker
+9
Account Executive
Hey @CuriousFox, there are no KPIs and playbook at the moment. Any ideas? I see you are Senior Account Executive :)Β 
CuriousFox
WR Officer
+13
Senior Account Executive
What are other AEs at your company following?
Show 1 more replies
JuicyKlay
Politicker
+9
AM
The only KPI's AE's should be caring about is pipeline generated and business closed.
Beasthouse
Opinionated
+5
Corporate trainer
SalesPharaoh
Big Shot
+10
AM BDR
Shouldn't your heads be able to consult you on that? I don't think you should do all this by yourself as it differs between industry and another
Chep
WR Officer
+10
Business Development Team Lead
Yea usually the company will set this, but so much of the KPIs depend on if the SDR is passing off leads or if you're full cycle
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