Sales Objectives

Sales Objectives

  • Sales Objectives are audacious goals that energizes the team to achieve concrete progress within the desired period, typically a quarter
  • Objectives are qualitative directional statements - Eg. Grow sales in the APAC region
  • Sales Objectives typically include areas like - Growing Sales, Increasing Market Share, Improving Sales Productivity, Creating Channels, Maintaining Margins, Reducing Sales Cycles, Increasing Referrals etc
Sales Key Results

Sales Key Results

  • Track the achievement of the Objectives with Key Results using KPIs. Measuring is centric to OKR because What cannot be measured, cannot be improved
  • Key Results are the means to achieve an objective (The “How to achieve”)
  • Key Results should be measurable, tracked regularly, ambitious, yet achievable
  • A Sales Key Result example would be, “Increase Lead Conversion rate from 40% to 60%”

Sales OKR Examples

  • Grow Revenue in America Region

    38%

  • Increase demo outreach from 0 to 100

    0 100 32

  • Increase ARR from $2M to $4M

    $2M $4M $3M

  • Increase number of channel partners from 10 to 50

    10 50 31

  • Improve Customer Acquisition by Outreach Activities

    55%

  • Acquire new logos from 6 to 10

    6 10 8

  • Increase account renewals from 50% to 80%

    50% 80% 59%

  • Increase lead conversion rate from 45% to 70%

    45% 70% 66%

  • Build Customer-Facing Content to Help Sales

    30%

  • Generate new product promotion videos from 10 to 50

    10 50 35

  • Create product update newsletters in the range of 2 to 5 per month

    0 7 1

  • Write 40 product promotion posts

    0 40 11

  • Increase Upsell Deals

    48%

  • Increase upsell revenue from $1M to $3M

    $1M $3M $2M

  • Identify 200 upsell opportunities

    0% 100% 75%
    404040 60

  • Close 40 upsell leads

    0 40 8