Sales OKR Examples

Category: Sales OKRs.

  • Customers are now incredibly well-informed as they have extensive information about products and services in their finger-tips: reviews from other customers, feedback from industry analysts, and of course, information from company and competitor websites and social media channels. This makes the job of sales highly challenging as they need to cut through the clutter to gain the attention of the customer and positively influence the decision-making process.
  • The key metrics related to sales – leads, opportunities, funnel, wins and losses are typically captured in a CRM which is generally available in every organization.
  • The purpose of OKRs is to go beyond the metrics captured in CRM – Improving the various aspects of the sales process, for example improving “Trial to paid conversion ratio”, “Partner-led revenue”, “demo to trial ratio”, “sales cycle time” are all great metrics to track the efficiency and productivity of the sales team through OKRs. Weekly check-ins and regular reviews will ensure problems surface early and improve the competitiveness of the firm.
  • Sales OKRs also can 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.

#1: Customer user base OKRs

Objective

David Griffin

Increase User Base

35%

Target Date: Q3-2020

Visibility: All Employees

Key Results

Increase number of paid users from 400 to 10K

Q3-2020 Number of Paid Users
400 10K 3068

28%

Increase inbound lead to sales conversion rate from 6% to 15%

Q3-2020 Inbound Lead to Sales Conversion Rate
6% 15% 11%

56%

Increase outbound leads from 20 to 130

Q3-2020 Outbound Leads
20 130 43

21%

#2: Channel Partner Sales OKRs

Objective

David Griffin

Build Strategic Partnerships and Channels

29%

Target Date: Q3-2020

Visibility: All Employees

Key Results

Establish partnership with 5 new consulting firms

Q3-2020 Partnership
0 100 24

24%

Increase revenue from $10K to $100K through partners

Q3-2020 Revenue
$10K $100K $48.38K

43%

Establish partnership With 4 Resellers

Q3-2020 Partnership
0 100 20

20%

#3: Sales Demo OKRs

Objective

David Griffin

Increase Inbound Demo Success

21%

Target Date: Q3-2020

Visibility: All Employees

Key Results

Increase Inbound demo to trial conversion from 0 to 240

Q3-2020 Inbound Demo to trial conversion
0 240 14

14%

Convert 60% scheduled demos to demo closed for US

Q3-2020 Inbound Demos
0% 100% 40%

40

40%

Optimize demo followup process

Q3-2020 Demo Followup Process
0% 100% 10%

40404055

10%

#4: Pre-sales OKRs

Objective

David Griffin

Strengthen Pre-Sales Process

53%

Target Date: Q3-2020

Visibility: All Employees

Key Results

Maintain initial response time of < 5 min for at least 90% of the leads

Q3-2020 Initial Response Time of < 5 Min
45% 135% 65%

25%

Attend at least one enterprise sales webinar attend in a month

Q3-2020 Enterprise Sales Webinar
0 2

1

100%

Establish pre-sales knowledge base

Q3-2020 Pre Sales Knowledge Base
0% 100% 35%

10404055

35%

#5: Sales & Marketing Content Management OKRs

Objective

David Griffin

Create Customer-Facing Content to Help Sales/Support

32%

Target Date: Q3-2020

Visibility: All Employees

Key Results

Write 26 promotional posts to help promote the product

Q3-2020 Promotion Posts
0 26 6

23%

Increase number of product demo videos from 10 to 20

Q3-2020 Number of Product Demo Videos
10 20 14

40%

Increase number of online reviews from 0 to 15

Q3-2020 Number Online Reviews
0 15 5

33%

#6: Sales Team OKRs

Objective

David Griffin

Strengthen Sales Team

54%

Target Date: Q3-2020

Visibility: All Employees

Key Results

Decrease average time taken to convert a prospect into a customer from 18 to 10 days

Q3-2020 Average Time Taken
18 Day(s) 10 Day(s) 17 Day(s)

13%

Conduct at least one training program per month

Q3-2020 Training Program
0 Month(s) 2 Month(s)

1 Month

100%

Establish sales process

Q3-2020 Sales Process
0% 100% 50%

40404055

50%

#7: Channel Management OKRs

Objective

David Griffin

Establish Active Resellers Channel

20%

Target Date: Q3-2020

Visibility: All Employees

Key Results

Generate 500 demos from channel partners

Q3-2020 Demos From Channel Partners
0 500 122

24%

Close 100 deals from channel partners

Q3-2020 Deals
0 100 23

23%

Generate $2M in ARR from partners

Q3-2020 ARR
$1M $2M $1.12M

12%

#8: Customer Engagement OKRs

Objective

David Griffin

Increase Customer Engagement

24%

Target Date: Q3-2020

Visibility: All Employees

Key Results

Increase customer satisfaction score from 20% to 80%

Q3-2020 Customer Satisfaction Score
20% 80% 30%

17%

Document common outcomes from customers FAQ during webinars

Q3-2020 Outcomes
0% 100% 30%

18404055

30%

Complete integration of event-triggered campaigns

Q3-2020 Integration
0 100 25

25%

#9: Outbound OKRs

Objective

David Griffin

Build a Robust Demo Pipeline for Americas

23%

Target Date: Q3-2020

Visibility: All Employees

Key Results

Increase outbound demos from 15 to 75

Q3-2020 Outbound Demos
15 75 32

28%

Qualify at least 60 leads from monthly webinars

Q3-2020 Monthly Webinars
30 100

45

35%

Maintain at least 125 new outbound emails per week

Q3-2020 New Outbound Emails Per Week
62 180

95

35%

#10: Revenue Management OKRs

Objective

David Griffin

Increase Annual Recurring Revenue

27%

Target Date: Q3-2020

Visibility: All Employees

Key Results

Increase annual renewals from 75% to 90%

Q3-2020 Annual Renewals
75% 90% 78%

20%

Increase lead conversion to sales from 20% to 40%

Q3-2020 Lead Conversion To Sales
20% 40% 27%

35%

Revamp customer acquisition process

Q3-2020 Customer Acquisition Process
0% 100% 25%

404055

25%

Conclusion

Profit.co’s OKR software provides an intuitive interface to define your Sales OKRs and also comes with 300+ predefined KPIs to make OKR adoption easy.

Please also check out our other OKR example pages, Engineering OKRs, Marketing OKRs, HR OKRs, Customer Service OKRs, and Procurement OKRs.

 

 

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