Daily OKRs can be used to sharpen sales skills and maximize impact while working from anywhere. OKRs comprise objectives and key results to define and track goals. Examples of daily sales acceleration OKRs include KPI-focused, habit-stacking, hot seat, and C-HIIT categories. A case study showed how one team used daily OKRs via the Pomodoro technique to achieve sales goals despite working remotely during COVID-19. Participants learned strategies for setting up, executing, and reviewing daily OKRs.

1. Daily OKRs
Sharpen Your Sales Skills - Maximize
Impact
Live broadcast starts at 4pm

2. Welcome!
I’m Marylou Tyler
● Author – Predictable Revenue & Predictable Prospecting
● Host of the PredictableProspecting Podcast
● 32+ Years Enamored with Sales Process Improvement
● Current Gig – Executive VP Revenue Strategy & Demand Generation Visiopharm.com

3. Learning Outcomes
What You’ll Learn Today
1. Why OKRs, Why Now
2. Work-From-Anywhere
OKRs (examples):
a. KPI
b. Habit-Stacking
c. Hot Seat
d. C-HIIT
3. Real World Case Study

4. What is OKR?
Framework for defining & tracking objectives &
their outcomes
Objectives &
Key Results

5. OKR vs. KPI
OKRs comprise an objective:
● a clearly defined goal and
● one or more key results
● specific measures used to track the achievement of that goal
KPIs evaluate performance:
● Time-Based (by organization, individual, program, project, action, etc.)
● Indicators usually:
○ Link to strategic objectives
○ Direct where to focus resources
○ Are measured against targets

6. OKR vs. KPI
OKR
Strategic
framework
KPI
Measurements
that exist within a
framework

7. Business Development
OKR
Objective: 1 AWAF (Are-We-A-Fit) Call
● Key Result #1: prepared call list
● Key Result #2: 8-16 connects
● Key Result #3: 3-5 MC (Meaningful
Conversations)
KPI
● 300 Inbound leads each month
● 10% SQL conversion rate on targeted,
cold, leads
● 40% close rate - SQL -> Closed/Won
● 90% SQL to SAL conversion rate

8. Why Daily OKR?

10. Why Daily OKR for
Accelerating Sales?
Daily Objectives. Daily Key Results. Work From Anywhere.

11. OKR: Daily Strategy for
Accelerating Sales
Build habit:
1. Desire
2. Repetition
3. Discipline
4. Routine
5. Habit
Maximize ROE (Return-
On-Effort)
Time
Manage-
ment
Sales
Process
Leader-
ship
Sales
Skills
Sales
Mindset

12. Types of Daily Sales
Acceleration OKRs
● KPI-Focused
● Habit-Stacking
● Hot Seat
● C-HIIT
Note:
These are Marylou Tyler’s definitions for categorizing
sales acceleration OKRs.
You can invent your own, or feel free to swipe |
repurpose mine

13. KPI-Focused Daily OKRs
● # of daily MCs (Meaningful Conversations)
● # of AWAF (Are-We-A-Fit) Calls
● # of SCOPING (discover, demo,
qualification, etc.) Calls
● # of Net-New Touches (Targeting)

14. Habit-Stacking Daily OKRs
● Next-Day Call List Planning
● Call Review & Wrap-Up (What worked, what didn’t, how documented
for future reference, learning and mastery)
● Research
● Self-improvement / Self-practice
● Reading / Writing / Goal Setting

15. Hot Seat Daily OKRs
● Benefit openers
● Quick questions - competitive, best practice, industry, product...
● Sales skills (Why Change, Why Now, Why Us) | New best practice
● Objections
● Industry | vertical | product learning
● News & insights supporting product positioning & differentiation

16. C-HIIT Daily OKRs
● C=Copy
● Subject Lines
● Triggers
● OOO (Obstacles - Outcomes - Opportunity)
● Assets (used for click-through)
● Call-To-Action

17. Setup - Daily OKR

18. Setting up the Daily OKR
● Build itemized OKR task list by type
○ KPI, Habit-Stack, Hot-Seat, C-HIIT
○ Single, simple, item (no War & Peace)
● Assign OKRs for each item
● Assemble OKR calendar & post
○ Daily is best
○ Habit-Stack up to daily if this is new habit for you

19. Execute
Daily OKR

20. Executing the Daily OKR
● Morning (Objectives) - 15 minutes
○ present (KPI, Habit-Stack) or
○ execute (Hot-Seat, C-HIIT) item & give immediate feedback
● During day: Practice, Execute, Test, Measure
● Afternoon (Key Results) - 15 minutes
○ share findings

21. Case Study
My Team
“Leaders don’t create followers, they create more leaders”
~Tom Peters

22. COVID-19

23. And yet...
85% of team is achieving SQL goals!

24. Daily OKRs via the Pomodoro

25. OKR Week-At-A-Glance
Calendar (Work-From-Anywhere)
Day of Week OKR Category
AM Meeting - 1 Pomodoro
Objective
PM Meeting - 1 Pomodoro
Key Result Notes
Monday Hot-Seat 4-5 Commonly Asked Prospect
Questions (LIVE TRAINING)
1-2 minute answers with team in
sync.
Cover 2 personas - post best
answers in WIKI
Tuesday Habit-Stack Next Day Call List Prep
(CALL PLANNING FORM)
- Next Day Call List of 40 names
- 3 prospects per company
40/3 = 13 companies
Wednesday C-HIIT Subject Lines
(CRO PEER REVIEW)
Improve open rate by 5%
(weekly goal)
Biopharma US 2.0 Campaign
Thursday Hot-Seat Objection - COVID-19
(LIVE TRAINING)
3 responses that moved
prospect further into pipeline
Review with team, post in
playbook WIKI
Friday KPI SQL = 2 per member
(HANDOFF)
- 3-4 SCOPING calls
- 12-15 MC/AWAF/FTRP calls
Call review, post best & worst
in playbook
* The Pomodoro

26. Pomodoro Sales Acceleration
The Pomodoro

27. “Leaders don’t create followers,
they create more leaders”
~Tom Peters

28. Learning Outcomes
What You Learned Today
1. Why OKRs, Why Now
2. Work-From-Anywhere
OKRs (examples):
a. KPI
b. Habit-Stacking
c. Hot Seat
d. C-HIIT
3. Real World Case Study

29. Questions?