Sales OKRs > Strengthen Pre-Sales Process

Strengthen Pre-Sales Process


In this video, we’ll write an OKR to strengthen the pre-sales process. The pre-sales team and process in and of itself is vitally important to dedicate time and effort to. Ensuring customers are introduced to your company positively and providing them with the information they need to feel comfortable purchasing your product or service is the necessary first step to closing a deal.

For such an important Objective, you’ll need specific, measurable key results. Here are three we case use to reach this Objective:

    Maintain initial response time of <5 minutes for at least 90% of the leads (KPI: control initial response time of <5mins)

  • Attend at least one enterprise sales webinar per month (KPI: control at least 1 enterprise sales webinar
  • Establish pre-sales knowledge base (KPI milestone tracked, presales knowledge base)

Let’s input this OKR into the software. After inputting your Objective, create the first key result-Maintain initial response time of <5 minutes for at least 90% of the leads- using the form.

First, select the key result type from the drop down menu. Because this is a metric-based key result with a value we’d like to maintain, we’ll select “control KPI” from the drop down menu. Choose a KPI by pressing “Search & Select KPI”. This will open a pop up where you can search your KPI by name, or browse through KPI categories and select from the provided list. Select “initial lead response time <5mins”.

Select a target date for completing your key result.

Then, modify your chosen KPI values to fit your specifications. In this case, we’ll maintain the amount of leads responded to in less than 5 minutes at “at least”, “90%”.

Based on the information you provided, the form will build a title for you. Make any necessary modifications, or add any desired context.

Then, you can indicate if you’d like to assign this key result to a specific employee by pressing the “Search & Select Assignee” button. You can search for an employee, team, or department using the search bar, or browse using the catalogue.

Finally, select the frequency with which you would like to complete check-ins, and press “Create”.

Now you have a metric-based key result that targets an important aspect of the presales process.

Here are the other key results we’ll use to complete this objective-

With strong, specific key results that focus on impactful KPIs and processes that can help improve your pre-sales process, the sales team can improve their customer experience during this time and see growth within their company.