Does everyone in a sales/sales management role have KPIs? If so, what are your daily/monthly/quarterly expectations?

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50 calls a day that’s why I’m fixing to quit. I’m not a SDR. No offense to them…

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There’s no value in 50 calls per day than showing up, my assumption is you working a 8hrs day, half of your calls should have been emailed and you should prioritize your 20%.

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Yes, you have to have KPIs but their level of rigor can vary quite a bit. Previously, in an SDR function, it was 100+ dials a day, 30 SALs per month (sales acquired leads aka handing a lead to an AE).

Now as an AE at a boutique research and consulting firm, I have an annual quota… that’s it. Very laid back - if you’re on track to hit you’re number or surpass it, no one bothers you.

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Depends on maturity, segment and sales cycle. They could be as micro as 10 discovery calls a week, and 5 demos a week, to maintain 3x on quota in pipe. There are a number of factors that should go into setting KPIs, to ensure you’re setting a process that is specific to your team, and company’s needs.

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I agree. Our company is “one” sales team comprised of Account Managers than support 1:1 the Regional Managers, and 1:3 the Account Executives. Right now, the AEs and RMs have the same KPI goals, but I feel like the AEs should have different goals since our quotas and territory sizes are different.

We do not have any at my company. I have weekly meetings with my manager to go over pipeline & where they stand but no metrics.

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Yea it was a def change when I started. I came from companies that had call metrics, call coaching, etc. I’ll be honest, call coaching was not my thing lol. Being on calls in the beginning with my manager to learn in the moment helped more than after the fact.

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I work in the food manufacturing industry at a relatively small company. We aim for 20% increase year over year.

This increase % is expected to fluctuate based on which customer we are focusing on.

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For our Account Executive team, we’re asked to have 20 new business deals a month, 80 phone calls, and 32 meetings. We all carry an annual quota as well.

I was curious to know what type of metrics other people had because more than half of our team struggles to hit these goals. Others of us can surpass them in the first two weeks of the month.

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I currently work at a Telecommunications Company.

We have over 20 individual KPI’s we focus on. They all can range from Entertainment Services to Insurance for devices. They all have different goals but the average number is hitting the 10% YOY quota.

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30 product demos and qualified meetings per month.

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Thanks for sharing!

Just hit quota no matter how.

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If I miss, I can’t afford to pay my bills. Base is too low.

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Hope this helps: https://blog.hubspot.com/sales/kpis-every-field-sales-leader-should-be-measuring

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Thank you!

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