Objective: Build a healthy and sustainable Sales pipeline Key result: Achieve a monthly pipeline of $1MKey result: Achieve 23% “Enterprise” dealsKey result: Increase total enriched leads to 75% Objective: Expand market share Key result: identify a new ICP to target in 3 monthsKey result: Boost engagement on our digital platforms by 25% each yearKey results:…
Start with what you do best. Describe your business in terms of added value. “Best”, “more value”, “fastest service” is meaningless. Be specific; “delivery in 24 hours, guaranteed”, “400.000 results in under 2 seconds”, “built with certfiied components only”. Then, start building your vision by expanding the added value across value chain horizontally or vertically,…
Growth: product map completion in % Performance: bug rate Cost efficiency: $ cost per service run / usage / infrastructure utilized capacity Software engineering is usually a highly creative role with very few routines that can be meaningfully measured on work efficiency or volume. What targets do not work: Instead focus on product or software…
Growth: Sales revenue (e.g. invoiced, closed deals, pipeline deals) Performance: win rate (won / SQL) Cost efficiency: sales CAC Underlying framework for managing sales function is the SALES FUNNEL. Each stage of the sales funnel can be measured and analyzed by volume (leads) and efficiency metrics (conversion rates, velocity). You should also pay attention to…