Measuring Success in Sales

ACTIONABLE TAKEAWAYS:

• SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework.
• Strict Holdover Rules: Allow one quarter for closing open opportunities after a territory change if they’re past stage two. No exceptions ensure fairness and consistency.
• The Iron Square: Track rep productivity with win rate, AE-sourced pipeline, total pipeline generation, and forecast accuracy, with quota attainment as the central North Star.
• Customer-First Processes: Avoid letting internal rules disrupt customer experience. Build buffer zones in ROEs and territories to minimize deal handoffs.

ELEANOR'S PATH TO PRESIDENTS CLUB:

• Head of Sales @ Retool
• Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment
• Global Head of Commercial Renewals and Retention @ Segment
• Head of Customer Success and Solutions engineering @ Clever Inc

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal