Masterclass: Setting SDR & AE Goals That Don't Suck (Deck & Video)

Setting rigorous, realistic, data-driven goals is key to modern sales management.

In this masterclass, Pete Kazanjy presents how to approach goal setting, goal-driven management, and how to re-assess and pivot goals in times of turbulence.

The slides and video cover:

  • Appropriate metrics selection to set goals on.
  • Blending of historical data along with "bottoms up" modeling to set goals.
  • How to involve benchmarking in your goals.
  • Weaving goal monitoring and consumption into your operating cadence. 
  • What to do with your goals when things go sideways.

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Also included is a video presentation of the slides: 


Some example slides:

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Get MORE Insights Out of Sales Performance Metrics

It can be overwhelming to effectively inspect and understand rep metrics. Our Sales Performance Metrics Inspection & Diagnosis guide maps out which input metrics drive which output metrics—and their relationships—for both AEs and SDRs.

Sales Rep Performance Metrics Guide