- Know the difference between KPIs & OKRs - How to effectively execute the daily OKR - The pomodoro is the lethal weapon of a successful SDR team - How building habit is the key to success - Leaders don't create followers, they create more leaders

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?