- Businesses and customers are interdependent, and sales build the bridge of loyalty and trust between the two. Trust and commitment are pivotal in keeping the customers loyal and serve as dominoes in spreading the good news. The sales team ties the final knot between the business and the customer, They bring in revenue that aids in the company’s development. Improving sales will have a long-lasting impact on the business.
- True to the quote, the sales team in any organization plays a significant role in driving the sales of the goods and services of an organization. The sales team’s success depends on achieving targets and breaking boundaries. One of the most successful proven practices used by Intel, Google, and other Tech Giants is OKRs. Objectives and Key Results is a collaborative, goal-setting platform with measurable metrics and can be a backbone of a successful sales team in any organization. Measuring each step of the way will help in creating alignment between the goal and success. Measuring the goals and tracking the performance and progress of the sales team can be possible by setting OKRs. OKRs aren’t just a management tool; they drive individuals to achieve a common organizational goal.
- Creating OKRs for the sales team can be crucial, but setting effective, measurable OKRs can overturn the sales team’s success. Each Objective must be inspirational yet attainable, and the Key Result must be quantifiable. The OKRs set for sales will reflect the growth and development of the organization. These tailor-made sales OKR examples, brought to you by Profit.co, provide actionable and structured OKR plans to turn aspirations into achievements.
- Sales OKRs also clearly define the interdependencies with other functions like Marketing, Engineering, and Customer Success and ensure that all the teams are on the same page through a transparent OKR scoreboard that improves collaboration, teamwork, and accountability.
It’s not a faith in technology. It’s faith in people.
Example 1
One of the foremost success formulas of a sales team is reading the customer, identifying their needs, and meeting those needs with the goods and services offered by your organization. Having that understanding is not lost on the sales team to make customer-based Sales OKRs as the primary focus.
Objective : Grow Customer Base
KR 1 : Increase paid users count from 4K to 10K
KR 2 : Improve Inbound leads sales conversion rate from 6% to 15%
KR 3 : Increase Outbound meetings from 20 to 130
Objective
Grow Customer Base
Target Date: Q4-2022
Visibility: All Employees
Key Results
Increase paid users count from 4K to 10K
Paid UsersImprove Inbound leads sales conversion rate from 6% to 15%
Inbound Lead ConversionIncrease Outbound meetings from 20 to 130
Outbound LeadsExample 2
In a complex business environment, it is beneficial to build relationships that contribute to the growth and development of the organization. Building solid connections is an effective way to grow a customer base. These partnerships can be influential in bringing new businesses that generate revenue.
Objective : Build Strategic Partnership Channels
KR 1 : Establish partnership with 5 new consulting firms
KR 2 : Generate $100K revenue through partners
KR 3 : Hire 2 relationship managers to liaison with key stakeholders
Objective
Build Strategic Partnership Channels
Target Date: Q4-2022
Visibility: All Employees
Key Results
Establish partnership with 5 new consulting firms
Consulting firmsGenerate $100K revenue through partners
RevenueHire 2 relationship managers to liaison with key stakeholders
Hire Relationship ManagerExample 3
Product demonstrations can make an impact on Sales. Prospective clientele depends on Inbound demo success. Demos provide an opportunity to build a relationship with prospects that aids in converting leads to potential clients. Therefore, having a successful win rate for inbound demo success is crucial in Sales OKRs.
Objective : Improve Sales Win Rate
KR 1 : Ensure the Response time for all Inbound Leads is within 5 mins
KR 2 : Personalize Demo Based on Prospect Persona
KR 3 : Streamline Post follow-up process
Objective
Improve Sales Win Rate
Target Date: Q4-2022
Visibility: All Employees
Key Results
Ensure the Response time for all Inbound Leads is within 5 mins
Response timePersonalize Demo Based on Prospect Persona
Milestone TrackedStreamline Post follow-up process
Milestone Tracked Example 4
Pre-sales process underpins every stage of the sales pipeline and is crucial to success. The sales team makes sure to focus on the highest value leads. Sales and marketing teams work in acquiring, retaining, and renewing customers.
Objective 4 : Improve Sales Win Rate
KR 1 : Participate in at least one enterprise sales training every month
KR 2 : Generate at least 100 MQLs every month
KR 3 : Improve MQL to SQL conversion rate from 55% to 75%
Objective
Strengthen Pre-Sales Process
Target Date: Q4-2022
Visibility: All Employees
Key Results
Participate in at least one enterprise sales training every month
Task TrackedGenerate at least 100 MQLs every month
MQLsImprove MQL to SQL conversion rate from 55% to 75%
MQL to SQL conversion rateExample 5
A strong client base of active customers and an ongoing engagement with crucial resellers are essential for the sales team. Active clientele can aid the operational expansion that generates revenue for the company. Therefore, the company must build a channel strategy and keep its reseller’s channel active.
Objective : Optimize Active Resellers Channel
KR 1 : Generate 500 demos from channel partners
KR 2 : Close 100 deals from channel partners
KR 3 : Generate $2M in ARR from partners
Objective
Optimize Active Resellers Channel
Target Date: Q4-2022
Visibility: All Employees
Key Results
Generate 500 demos from channel partners
# of DemoClose 100 deals from channel partners
# of DealsGenerate $2M in ARR from partners
RevenueExample 6
A customer engagement plan simplifies interactions to produce the best customer experience possible, before and after the transaction. The process employs a range of interaction techniques to build rapport, and increase satisfaction, steadily increasing your customer base. Customer engagement is a crucial milestone to achieve customer satisfaction.
Objective : Improve Customer Engagement
KR 1 : Conduct at least one product webinar in a month
KR 2 : Achieve a CSAT score of 7 or above
KR 3 : Conduct at least one physical customer engagement event every month
Objective
Improve Customer Engagement
Target Date: Q4-2022
Visibility: All Employees
Key Results
Conduct at least one product webinar in a month
Task tracked Achieve a CSAT score of 7 or above
CSAT Score Conduct at least one physical customer engagement event every month
Task trackedExample 7
America is one of the biggest markets for any organization. Building a robust demo pipeline is fundamental to tapping into this potential market. This could lead to strategic partnerships for new business opportunities.
Objective : Build a Robust Demo Pipeline for the Americas
KR 1 : Improve the outbound demo count from 50 to 250
KR 2 : Ensure at least 60 leads are qualified from monthly marketing webinars
KR 3 : Ensure at least 125 new outbound emails are sent to prospects per week
Objective
Build a Robust Demo Pipeline for the Americas
Target Date: Q4-2022
Visibility: All Employees
Key Results
Improve the outbound demo count from 50 to 250
# of DemoEnsure at least 60 leads are qualified from monthly marketing webinars
# of LeadsEnsure at least 125 new outbound emails are sent to prospects per week
Outbound EmailsExample 8
Focusing on your present clientele is a quicker and more effective approach to generating revenue for the company. When the customer and your brand have an established connection, it is easier to upsell and cross-sell to increase revenue. Such integrations can aid in strengthening the bond and fostering closer interactions with existing clientele.
Objective : Grow Revenue from existing accounts
KR 1 : Increase annual renewals from 75% to 90%
KR 2 : Increase monthly recurring revenue from $500K to $1M
KR 3 : Increase the number of users from existing accounts from 10% to 30%
Objective
Grow Revenue from existing accounts
Target Date: Q4-2022
Visibility: All Employees
Key Results
Increase annual renewals from 75% to 90%
RenewalsIncrease monthly recurring revenue from $500K to $1M
MRRIncrease the number of users from existing accounts from 10% to 30%
# of UsersExample 9
To increase revenue from new businesses, the company should concentrate on its clients, step up its marketing strategies, optimize sales efforts, assess pricing tactics, and widen its market. Every prospect is a future client. Maintaining good customer relations with clientele can also boost sales for the organization.
Objective : Grow Revenue from New Accounts
KR 1 : Increase ARR from $11M to $23M
KR 2 : Increase lead conversion to sales from 20% to 40%
KR 3 : Increase new logos from 0 to 50
Objective
Grow Revenue from New Accounts
Target Date: Q4-2022
Visibility: All Employees
Key Results
Increase ARR from $11M to $23M
ARR Increase lead conversion to sales from 20% to 40%
Lead ConversionIncrease new logos from 0 to 50
# of LogosExample 10
Defining and improving your sales process can accelerate your business. Data analysis and lead evaluation are fields in which pre-sales teams excel. Streamlining pre-qualified leads and advancing them to the top of your sales funnel, will reduce the likelihood of pitching unqualified customers. The sales process creates profiles of ideal clients benefiting the company’s development.
Objective : Create a streamlined sales process for AEs
KR 1 : Increase the # of leads in sales pipelines from 25 to 40
KR 2 : Increase Demo Completion rate by AEs from 60% to 78%
KR 3 : Increase Demo win rate from 40% to 60%
Objective
Create a streamlined sales process for AEs
Target Date: Q4-2022
Visibility: All Employees
Key Results
Increase the # of leads in sales pipelines from 25 to 40
# of LeadsIncrease Demo Completion rate by AEs from 60% to 78%
Lead Demo Completion rateIncrease Demo win rate from 40% to 60%
Demo Win RateConclusion
Using OKRs to bridge the gap between strategy and success can be a game-changer for organizations. Organizations can customize it to suit their vision. Our sales OKRs series serves as a ready reference for any sales team. Organizations are chasing their tail, trying to translate ideas into success, and OKRs are time-tested success plans brought to you in tailormade sales OKRs examples by Profit.co.
Related Articles
-
Penetrate European Market
A Sales manager wants to penetrate European market. She can measure the progress towards her objective by completing the following... Read more