Enterprise Sales KPI's
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How We Reorganized Our Entire Post-Sales Organization
The document discusses Gainsight's new customer success organizational structure and provides a methodology for defining organizational charters. It shares that Gainsight reorganized into three departments focused on client outcomes, onboarding, and technical success. It also provides templates for defining missions, metrics, costs, activities, risks, and dependencies for each organizational function. Sample charters for client managers and customer success architects are included to illustrate how to apply the methodology.
Intro Fractional SALESvp presentation_NEW.ppt [Autosaved]
A fractional sales VP is a senior executive who provides part-time strategic sales and marketing support to small and medium businesses. They become an integrated part of the management team, bringing experience spanning decades to improve sales processes, manage the sales pipeline and team, and increase revenue. Typical responsibilities include implementing best practices, developing a repeatable sales process, managing CRM adoption, providing coaching and metrics. This helps clients solve challenges like improving sales performance, marketing alignment, and generating more profitable sales.
Summer Lindman. "The phases of building out a robust customer health score"
1. Phase 1: Decide what “customer health” actually means to your business.
1.1. Is customer health a metric you want to use to predict churn, or is it a metric used by customer success to focus their efforts on the right clients.
1.2. How often do you want to (or can) update your customer health score?
1.3. What elements do you want to look at?
- Usage,
- Engagement,
- NPS score,
- Length of time as a customer,
- Executive alignment.
1.4. What are the weights of the score?
1.5. Is it only quantitative information, or also qualitative?
2. Phase 2: Put your health score into practice.
2.1. Get buy-in from your executive team.
2.2. Gain adoption from the teams.
2.3. Begin using health as a measure of performance for customer success and product teams.
3. Phase 3: Analyze and iterate.
3.1. Are we calculating the health score often enough? How frequently is it changing?
3.2. Are each of our metrics something the teams can influence? Are we looking at the most impactful metrics?
3.3. Are our weights correct?
4. Phase 4: Revise and repeat.
Yesterdays Gone...Whats Your Tommorrow
The document discusses the importance of strategic merchandise planning for retailers. It outlines factors retailers can and cannot control in a turbulent retail environment. Successful retailers focus on controlling expenses, sales, marketing, and inventory planning. The presentation emphasizes using financial statements and metrics to monitor business performance and create merchandise, expense, and cash flow budgets. Breakeven analysis and classification-level sales data are presented as tools for strategic planning.
Peter Lyon. "Scaling your SaaS business with Customer Success (and boost your...
OK, you’ve just achieved $1M (or more) in ARR and ready to start scaling your SaaS business. Investing in Sales and Marketing is the obvious choice, but focusing Customer retention can also help drive up your revenue. Simply put, you need to hold on to those customers that cost you so much in sales and marketing but you may need to let the ones that are draining you of expensive engineering. This talk will cover the following:
1. Why the VC’s want you to have a Customer Success plan?
2. When do I know I need to create my first Customer Success role/function?
3. What are the foundations of Customer Success?
4. What are the quick wins for Customer and Revenue retention?
5. What are the key metrics to use to gauge successful customer and revenue retention?
Customer Success Operations Summit
The document discusses the rise of customer success operations (CS Ops) teams at companies. It provides examples of how CS Ops teams can design processes to manage the customer lifecycle and identify customer risks. This involves coordinating cross-functional teams and technologies to improve renewal rates, upsell metrics, and other customer success metrics. The role of CS Ops is seen as analogous to sales operations and is expanding as companies scale their customer success teams.
Best practices in CSM compensation with customer success leaders
CSM compensation is one of the most often debated questions for companies no matter their level of maturity in Customer Success. Getting the right comp plan for CSMs can depend on a variety of factors including customer segmentation, ASP, upsell potential and more.
State of the Union: Customer Success in Europe
In this webinar, “State of the Union: Customer Success in Europe.” Lauren Olerich, Director of Customer Marketing & EMEA, Gainsight, presented alongside special guests Cyrille Saulnier, SVP Customer Success, SmartFocus, and Martine Niermans, Chief Customer Officer, Bynder.
Recommended
How We Reorganized Our Entire Post-Sales Organization
The document discusses Gainsight's new customer success organizational structure and provides a methodology for defining organizational charters. It shares that Gainsight reorganized into three departments focused on client outcomes, onboarding, and technical success. It also provides templates for defining missions, metrics, costs, activities, risks, and dependencies for each organizational function. Sample charters for client managers and customer success architects are included to illustrate how to apply the methodology.
Intro Fractional SALESvp presentation_NEW.ppt [Autosaved]
A fractional sales VP is a senior executive who provides part-time strategic sales and marketing support to small and medium businesses. They become an integrated part of the management team, bringing experience spanning decades to improve sales processes, manage the sales pipeline and team, and increase revenue. Typical responsibilities include implementing best practices, developing a repeatable sales process, managing CRM adoption, providing coaching and metrics. This helps clients solve challenges like improving sales performance, marketing alignment, and generating more profitable sales.
Summer Lindman. "The phases of building out a robust customer health score"
1. Phase 1: Decide what “customer health” actually means to your business.
1.1. Is customer health a metric you want to use to predict churn, or is it a metric used by customer success to focus their efforts on the right clients.
1.2. How often do you want to (or can) update your customer health score?
1.3. What elements do you want to look at?
- Usage,
- Engagement,
- NPS score,
- Length of time as a customer,
- Executive alignment.
1.4. What are the weights of the score?
1.5. Is it only quantitative information, or also qualitative?
2. Phase 2: Put your health score into practice.
2.1. Get buy-in from your executive team.
2.2. Gain adoption from the teams.
2.3. Begin using health as a measure of performance for customer success and product teams.
3. Phase 3: Analyze and iterate.
3.1. Are we calculating the health score often enough? How frequently is it changing?
3.2. Are each of our metrics something the teams can influence? Are we looking at the most impactful metrics?
3.3. Are our weights correct?
4. Phase 4: Revise and repeat.
Yesterdays Gone...Whats Your Tommorrow
The document discusses the importance of strategic merchandise planning for retailers. It outlines factors retailers can and cannot control in a turbulent retail environment. Successful retailers focus on controlling expenses, sales, marketing, and inventory planning. The presentation emphasizes using financial statements and metrics to monitor business performance and create merchandise, expense, and cash flow budgets. Breakeven analysis and classification-level sales data are presented as tools for strategic planning.
Peter Lyon. "Scaling your SaaS business with Customer Success (and boost your...
OK, you’ve just achieved $1M (or more) in ARR and ready to start scaling your SaaS business. Investing in Sales and Marketing is the obvious choice, but focusing Customer retention can also help drive up your revenue. Simply put, you need to hold on to those customers that cost you so much in sales and marketing but you may need to let the ones that are draining you of expensive engineering. This talk will cover the following:
1. Why the VC’s want you to have a Customer Success plan?
2. When do I know I need to create my first Customer Success role/function?
3. What are the foundations of Customer Success?
4. What are the quick wins for Customer and Revenue retention?
5. What are the key metrics to use to gauge successful customer and revenue retention?
Customer Success Operations Summit
The document discusses the rise of customer success operations (CS Ops) teams at companies. It provides examples of how CS Ops teams can design processes to manage the customer lifecycle and identify customer risks. This involves coordinating cross-functional teams and technologies to improve renewal rates, upsell metrics, and other customer success metrics. The role of CS Ops is seen as analogous to sales operations and is expanding as companies scale their customer success teams.
Best practices in CSM compensation with customer success leaders
CSM compensation is one of the most often debated questions for companies no matter their level of maturity in Customer Success. Getting the right comp plan for CSMs can depend on a variety of factors including customer segmentation, ASP, upsell potential and more.
State of the Union: Customer Success in Europe
In this webinar, “State of the Union: Customer Success in Europe.” Lauren Olerich, Director of Customer Marketing & EMEA, Gainsight, presented alongside special guests Cyrille Saulnier, SVP Customer Success, SmartFocus, and Martine Niermans, Chief Customer Officer, Bynder.
SuccessFactory_CS_Guide_2015
Customer success ensures that customers realize business results from products through ongoing engagement, collecting usage data and metrics, and using KPIs, reports and playbooks to predict and enhance the customer experience. Customer success drives much more revenue than sales alone by helping customers adopt products and renew over time. Key customer success functions include account management, enablement, renewals/growth, and support. Common tools used are CRM, support, and survey platforms. Key metrics include renewal and growth rates, churn, customer satisfaction, and cost effectiveness. Metrics should be analyzed by customer cohorts to identify opportunities.
Sales Performance Management
This document discusses differentiating and motivating sales performance through segmentation, exporting behaviors, and shifting performance curves. It emphasizes optimizing key performance indicators like revenue, costs, win rates, and customer satisfaction to maximize return on investment. The document advocates aligning sales operations with corporate values and objectives through a values statement focusing on teamwork, communication, collaboration and continuous development. It suggests graphically representing performance distribution and differentiating groups to identify high-performance behaviors to export to others to drive continuous improvement.
How to create a SaaS sales compensation plan.
The document provides tips for creating a sales compensation plan for a SaaS company. It recommends determining on-target earnings for the sales team based on market norms and a split between base salary and commissions. It also suggests including incentives and bonuses to encourage competition and goal achievement. Additionally, it advises considering all details like commission rates, experience levels, and strategically incentivizing desired sales outcomes. The document stresses keeping the plan simple and remembering that incentives will drive desired sales behaviors.
Sales Pipeline Explained & Sales Pipeline Stages
This presentation examines how you can manage & grow sales with a sales pipeline set up with the proper sales pipeline stages and how to master sales pipeline management.
Resources & Links:
iDeal Sales CRM: https://idealcrm.app/
Sales Pipeline Full Article: https://idealcrm.app/construction-sales/sales-pipeline-stages-explained-b2b/
Sales Pipeline Excel Download: https://idealcrm.app/wp-content/uploads/Sales-Pipeline-Excel.xlsx
-------------
One of the best ways to keep track of sales is with a sales pipeline - an important tool that helps you manage and grow sales.
What We Cover:
- Sales Pipeline Definition
- Sales Pipeline vs Sales Funnel
- Sales Pipeline Management Best Practices
- Sales Pipeline Stages
- Sales Pipeline Stages Example
- Sales Pipeline Software
- Sales Pipeline Excel Template - free download
The Missing Role from your Customer Success Org Chart: Customer Success Opera...
Customer Success executives are realizing a new need for Customer Success Operations as a role in their organizations. As Customer Success become more mature, measurable, and process driven, there needs to be someone who is accountable for administering the programs and playbooks.
Customer Success Operations isn’t all that different from Sales Operations from a role perspective, but because CS Operations is an emerging role many teams are fighting an uphill battle to make the hire. Even after they secure the hire, a lot of teams struggle to hire the right candidate for the Customer Success Operations role. The Gainsight Customer Success team will walk you through the basics of Customer Success Operations and discuss why teams should consider hiring for this impactful role.
Is your customer success team delivering real value ?
If you’re a Customer Success leader, your biggest fear is that despite your efforts, you aren’t delivering real value to your customers. How can you be sure?
In this webinar Allison will discuss:
How to align your Customer Success team with key accounts
The benefits of Success Plans to create workflows for every scenario. A strategic process to achieve predictable value delivery
Ensure you’re delivering the value your customers expect.
Top 10 Sales Metrics For Effective Sales Performance Management (SPM)
The document discusses top metrics for tracking sales performance. It identifies the top 10 metrics across revenue/expenses, profit/product mix, and data quality. The key metrics are total sales spend to revenue, profit as a percentage of revenue by product, and ensuring quality, accurate, and timely data. Having robust data enables analysis and drives strategic decisions to increase sales performance and revenue.
Charging for Customer Success
Customer Success is one of the most influential tools in your toolbox and a staple of successful organizations -- but should you charge for it?
Learn the answer and more on Join Nick Mehta, CEO of Gainsight, and Omid Razavi, SaaS Customer Success & Services Advisor, as they discuss:
- If and when you should charge for customer success
- How to create a customer success pricing plan
- How to tier your customer success services
Setting up a successful customer success strategy starts with knowing your customer, tailoring your product to suit their needs and offering it at a price where value is truly understood. Can't attend live? Register anyway and you'll receive a copy of the recording afterward.
How to Use a Sales Contest to Increase Digital Sales
The document provides tips for implementing a sales contest to increase sales performance. It recommends 1) understanding the overall goal before starting, 2) determining details like goals, incentives and timeline, 3) kicking off with training, and 4) building focus through tracking and coaching during the contest. Post-contest, managers should examine results and keep accountability to maintain new selling behaviors.
Customer Success Cubed - The Simplest Guide you will ever Find
This document provides a simple guide to customer success. It outlines that customer success involves three levels: 1) the success of the customer, 2) the success of the customer success process and team, and 3) the success of the business. The primary goals are customer retention and upsell, which maximize customer lifetime value and business success. The customer success process involves onboarding, adoption, and escalations from both an account and user perspective. It also describes different types of engagement like onboarding, training, business reviews, and usage reviews that involve touchpoints by call, meeting, or email.
Customer Success 101
1. The document discusses best practices for customer success, including managing internal processes to deliver solutions, giving customer success managers leeway to build relationships and provide feedback, and meeting regularly with customers.
2. It recommends handoffs from sales to customer success teams, kickoff meetings with clients, onboarding and training new users, and tracking adoption metrics.
3. Additional best practices include gathering requirements, conducting setup, testing, training, and supporting go-live and post go-live activities to ensure proper adoption of new products and features.
MWA Programs
The document discusses sales training programs from Manard Warren & Associates that are designed to help companies increase new business prospects and sales. It outlines programs called Fear-Free Prospecting and Prospecting To The Top that help salespeople overcome barriers to prospecting and develop a tactical approach to securing more appointments with decision-makers. The document also discusses an assessment called the SPQ*GOLD that measures sales call reluctance and a workshop called The Wedge that teaches how to level the playing field with incumbents. Client testimonials highlight increased new prospect presentations and sales growth from implementing these programs.
Mimiran Deal Manager 2009
This document discusses improving pricing strategies to increase profit and sales velocity. It outlines some common failed approaches to pricing like lengthy approval processes and lack of pricing guidance. It then presents a solution called Mimiran Deal Manager that provides automated pricing guidance and approval workflows. This is demonstrated to provide reps with credible pricing while still improving margins and speeding up deals. Executive dashboards also give insights into pricing performance.
Sales / Customer Success Transition - Gainsight Pulse 2016
Outlines how to create and roll out a process that ensures that new customers are properly transitioned from Sales to Customer Success
How to Drive Top-Line Growth with Customer Success Management Metrics
This presentation is all about growing your top-line revenue by leveraging Customer Success Management metrics.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
Customer Success Management - Incentives and Compensation
This document summarizes a presentation about customer success incentives and compensation. It discusses 5 questions: 1) Why now is the time to discuss compensation, 2) Considerations for compensation at different company lifecycle phases, 3) Whether customer success managers should be on variable plans, 4) Whether metrics should be individual or team-based, and 5) What a model compensation plan looks like. The presentation was given by two speakers from Xactly and covered topics such as compensation planning timelines, variable versus salary-only plans, individual versus team metrics, and examples of compensation plan components.
Creating Synergy Between Sales & Customer Success
From Customer Success Summit 2017 - Sherrod Patching, VP Customer Success at Leadspace, discusses "Creating Synergy Between Sales & Customer Success".
Learn more about Customer Success Summit: http://customersuccesssummit.com
Totango is the leading enterprise- grade customer success platform that helps recurring revenue businesses proactively impact business outcomes with customer success. With solutions to empower Customer Success Teams or entire companies, Totango enables everyone to participate in customer success.
Learn more at www.totango.com.
Inside Gainsight’s New Post-Sales Structure: Reorganizing the Team to Drive C...
In this webinar, Allison Pickens, Gainsight's VP of Customer Success, will give you a detailed explanation of our new org chart as well as the philosophy behind the changes. She'll offer strategies on how to apply these principles and tactics to your own Customer Success team.
I am CRM confused
This document discusses implementing a customer relationship management (CRM) system. It begins by establishing the importance of customer retention rates and loyalty. Several key business concerns related to lack of customer information and service are then outlined. The document then discusses defining objectives and selecting a CRM system that best fits needs and budget. It emphasizes the importance of building a dedicated team and detailed project plan to ensure successful CRM implementation.
Sales Stratgy Consulting Ltd
This document provides information about Sales Strategy Consulting Ltd, an outsourced sales management and consulting company. Their main focus is complex sales and their mission is to support companies' sales forces to enter new markets quickly and without financial risk. They offer sales consulting, interim sales management, and in-house sales training services. Their goal is to generate value propositions for clients in the B2B marketplace.
How To Approach Partner Marketing Programs
This document provides guidance on setting up and executing an effective marketing development funds (MDF) program. It discusses what an MDF program is, who it benefits, and why companies implement them. It also outlines best practices for the planning, rules, metrics, activities, processes, and automation needed for successful execution. The goal of an MDF program is to create a mutually beneficial partnership where both parties are motivated to collaborate on marketing that drives business wins.
Thrive, Survive or Dive - Kevin
The document discusses the concept of profit point and how businesses can use it to thrive rather than just survive or dive. It defines profit point as the revenue level needed to cover fixed costs. It then outlines five key steps businesses can take: 1) Know your numbers, 2) Set your course, 3) Create opportunities, 4) Sell for profit, and 5) Manage the work. Following these steps and understanding profit point allows businesses to increase sales and profits.
More Related Content
What's hot
SuccessFactory_CS_Guide_2015
Customer success ensures that customers realize business results from products through ongoing engagement, collecting usage data and metrics, and using KPIs, reports and playbooks to predict and enhance the customer experience. Customer success drives much more revenue than sales alone by helping customers adopt products and renew over time. Key customer success functions include account management, enablement, renewals/growth, and support. Common tools used are CRM, support, and survey platforms. Key metrics include renewal and growth rates, churn, customer satisfaction, and cost effectiveness. Metrics should be analyzed by customer cohorts to identify opportunities.
Sales Performance Management
This document discusses differentiating and motivating sales performance through segmentation, exporting behaviors, and shifting performance curves. It emphasizes optimizing key performance indicators like revenue, costs, win rates, and customer satisfaction to maximize return on investment. The document advocates aligning sales operations with corporate values and objectives through a values statement focusing on teamwork, communication, collaboration and continuous development. It suggests graphically representing performance distribution and differentiating groups to identify high-performance behaviors to export to others to drive continuous improvement.
How to create a SaaS sales compensation plan.
The document provides tips for creating a sales compensation plan for a SaaS company. It recommends determining on-target earnings for the sales team based on market norms and a split between base salary and commissions. It also suggests including incentives and bonuses to encourage competition and goal achievement. Additionally, it advises considering all details like commission rates, experience levels, and strategically incentivizing desired sales outcomes. The document stresses keeping the plan simple and remembering that incentives will drive desired sales behaviors.
Sales Pipeline Explained & Sales Pipeline Stages
This presentation examines how you can manage & grow sales with a sales pipeline set up with the proper sales pipeline stages and how to master sales pipeline management.
Resources & Links:
iDeal Sales CRM: https://idealcrm.app/
Sales Pipeline Full Article: https://idealcrm.app/construction-sales/sales-pipeline-stages-explained-b2b/
Sales Pipeline Excel Download: https://idealcrm.app/wp-content/uploads/Sales-Pipeline-Excel.xlsx
-------------
One of the best ways to keep track of sales is with a sales pipeline - an important tool that helps you manage and grow sales.
What We Cover:
- Sales Pipeline Definition
- Sales Pipeline vs Sales Funnel
- Sales Pipeline Management Best Practices
- Sales Pipeline Stages
- Sales Pipeline Stages Example
- Sales Pipeline Software
- Sales Pipeline Excel Template - free download
The Missing Role from your Customer Success Org Chart: Customer Success Opera...
Customer Success executives are realizing a new need for Customer Success Operations as a role in their organizations. As Customer Success become more mature, measurable, and process driven, there needs to be someone who is accountable for administering the programs and playbooks.
Customer Success Operations isn’t all that different from Sales Operations from a role perspective, but because CS Operations is an emerging role many teams are fighting an uphill battle to make the hire. Even after they secure the hire, a lot of teams struggle to hire the right candidate for the Customer Success Operations role. The Gainsight Customer Success team will walk you through the basics of Customer Success Operations and discuss why teams should consider hiring for this impactful role.
Is your customer success team delivering real value ?
If you’re a Customer Success leader, your biggest fear is that despite your efforts, you aren’t delivering real value to your customers. How can you be sure?
In this webinar Allison will discuss:
How to align your Customer Success team with key accounts
The benefits of Success Plans to create workflows for every scenario. A strategic process to achieve predictable value delivery
Ensure you’re delivering the value your customers expect.
Top 10 Sales Metrics For Effective Sales Performance Management (SPM)
The document discusses top metrics for tracking sales performance. It identifies the top 10 metrics across revenue/expenses, profit/product mix, and data quality. The key metrics are total sales spend to revenue, profit as a percentage of revenue by product, and ensuring quality, accurate, and timely data. Having robust data enables analysis and drives strategic decisions to increase sales performance and revenue.
Charging for Customer Success
Customer Success is one of the most influential tools in your toolbox and a staple of successful organizations -- but should you charge for it?
Learn the answer and more on Join Nick Mehta, CEO of Gainsight, and Omid Razavi, SaaS Customer Success & Services Advisor, as they discuss:
- If and when you should charge for customer success
- How to create a customer success pricing plan
- How to tier your customer success services
Setting up a successful customer success strategy starts with knowing your customer, tailoring your product to suit their needs and offering it at a price where value is truly understood. Can't attend live? Register anyway and you'll receive a copy of the recording afterward.
How to Use a Sales Contest to Increase Digital Sales
The document provides tips for implementing a sales contest to increase sales performance. It recommends 1) understanding the overall goal before starting, 2) determining details like goals, incentives and timeline, 3) kicking off with training, and 4) building focus through tracking and coaching during the contest. Post-contest, managers should examine results and keep accountability to maintain new selling behaviors.
Customer Success Cubed - The Simplest Guide you will ever Find
This document provides a simple guide to customer success. It outlines that customer success involves three levels: 1) the success of the customer, 2) the success of the customer success process and team, and 3) the success of the business. The primary goals are customer retention and upsell, which maximize customer lifetime value and business success. The customer success process involves onboarding, adoption, and escalations from both an account and user perspective. It also describes different types of engagement like onboarding, training, business reviews, and usage reviews that involve touchpoints by call, meeting, or email.
Customer Success 101
1. The document discusses best practices for customer success, including managing internal processes to deliver solutions, giving customer success managers leeway to build relationships and provide feedback, and meeting regularly with customers.
2. It recommends handoffs from sales to customer success teams, kickoff meetings with clients, onboarding and training new users, and tracking adoption metrics.
3. Additional best practices include gathering requirements, conducting setup, testing, training, and supporting go-live and post go-live activities to ensure proper adoption of new products and features.
MWA Programs
The document discusses sales training programs from Manard Warren & Associates that are designed to help companies increase new business prospects and sales. It outlines programs called Fear-Free Prospecting and Prospecting To The Top that help salespeople overcome barriers to prospecting and develop a tactical approach to securing more appointments with decision-makers. The document also discusses an assessment called the SPQ*GOLD that measures sales call reluctance and a workshop called The Wedge that teaches how to level the playing field with incumbents. Client testimonials highlight increased new prospect presentations and sales growth from implementing these programs.
Mimiran Deal Manager 2009
This document discusses improving pricing strategies to increase profit and sales velocity. It outlines some common failed approaches to pricing like lengthy approval processes and lack of pricing guidance. It then presents a solution called Mimiran Deal Manager that provides automated pricing guidance and approval workflows. This is demonstrated to provide reps with credible pricing while still improving margins and speeding up deals. Executive dashboards also give insights into pricing performance.
Sales / Customer Success Transition - Gainsight Pulse 2016
Outlines how to create and roll out a process that ensures that new customers are properly transitioned from Sales to Customer Success
How to Drive Top-Line Growth with Customer Success Management Metrics
This presentation is all about growing your top-line revenue by leveraging Customer Success Management metrics.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
Customer Success Management - Incentives and Compensation
This document summarizes a presentation about customer success incentives and compensation. It discusses 5 questions: 1) Why now is the time to discuss compensation, 2) Considerations for compensation at different company lifecycle phases, 3) Whether customer success managers should be on variable plans, 4) Whether metrics should be individual or team-based, and 5) What a model compensation plan looks like. The presentation was given by two speakers from Xactly and covered topics such as compensation planning timelines, variable versus salary-only plans, individual versus team metrics, and examples of compensation plan components.
Creating Synergy Between Sales & Customer Success
From Customer Success Summit 2017 - Sherrod Patching, VP Customer Success at Leadspace, discusses "Creating Synergy Between Sales & Customer Success".
Learn more about Customer Success Summit: http://customersuccesssummit.com
Totango is the leading enterprise- grade customer success platform that helps recurring revenue businesses proactively impact business outcomes with customer success. With solutions to empower Customer Success Teams or entire companies, Totango enables everyone to participate in customer success.
Learn more at www.totango.com.
Inside Gainsight’s New Post-Sales Structure: Reorganizing the Team to Drive C...
In this webinar, Allison Pickens, Gainsight's VP of Customer Success, will give you a detailed explanation of our new org chart as well as the philosophy behind the changes. She'll offer strategies on how to apply these principles and tactics to your own Customer Success team.
I am CRM confused
This document discusses implementing a customer relationship management (CRM) system. It begins by establishing the importance of customer retention rates and loyalty. Several key business concerns related to lack of customer information and service are then outlined. The document then discusses defining objectives and selecting a CRM system that best fits needs and budget. It emphasizes the importance of building a dedicated team and detailed project plan to ensure successful CRM implementation.
Sales Stratgy Consulting Ltd
This document provides information about Sales Strategy Consulting Ltd, an outsourced sales management and consulting company. Their main focus is complex sales and their mission is to support companies' sales forces to enter new markets quickly and without financial risk. They offer sales consulting, interim sales management, and in-house sales training services. Their goal is to generate value propositions for clients in the B2B marketplace.
What's hot (20)
The Missing Role from your Customer Success Org Chart: Customer Success Opera...
The Missing Role from your Customer Success Org Chart: Customer Success Opera...
Is your customer success team delivering real value ?
Is your customer success team delivering real value ?
Top 10 Sales Metrics For Effective Sales Performance Management (SPM)
Top 10 Sales Metrics For Effective Sales Performance Management (SPM)
How to Use a Sales Contest to Increase Digital Sales
How to Use a Sales Contest to Increase Digital Sales
Customer Success Cubed - The Simplest Guide you will ever Find
Customer Success Cubed - The Simplest Guide you will ever Find
Sales / Customer Success Transition - Gainsight Pulse 2016
Sales / Customer Success Transition - Gainsight Pulse 2016
How to Drive Top-Line Growth with Customer Success Management Metrics
How to Drive Top-Line Growth with Customer Success Management Metrics
Customer Success Management - Incentives and Compensation
Customer Success Management - Incentives and Compensation
Inside Gainsight’s New Post-Sales Structure: Reorganizing the Team to Drive C...
Inside Gainsight’s New Post-Sales Structure: Reorganizing the Team to Drive C...
Similar to Enterprise Sales KPI's
How To Approach Partner Marketing Programs
This document provides guidance on setting up and executing an effective marketing development funds (MDF) program. It discusses what an MDF program is, who it benefits, and why companies implement them. It also outlines best practices for the planning, rules, metrics, activities, processes, and automation needed for successful execution. The goal of an MDF program is to create a mutually beneficial partnership where both parties are motivated to collaborate on marketing that drives business wins.
Thrive, Survive or Dive - Kevin
The document discusses the concept of profit point and how businesses can use it to thrive rather than just survive or dive. It defines profit point as the revenue level needed to cover fixed costs. It then outlines five key steps businesses can take: 1) Know your numbers, 2) Set your course, 3) Create opportunities, 4) Sell for profit, and 5) Manage the work. Following these steps and understanding profit point allows businesses to increase sales and profits.
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Research shows that (unfortunately) 92% of companies do a poor job of measuring Key Performance Indicators (KPI's). If that sounds like you, we can definitely help!
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This document discusses 10 important marketing metrics to track: ROI, CPO, CPC, CPA, LTV, CAC, LTV to CAC ratio, Payback CAC, Marketing Originated Customer Percentage, and Marketing Influenced Customer Percentage. It provides the definitions and formulas for calculating each metric. Tracking these metrics regularly allows marketers to understand what is and is not working in their campaigns and optimize their strategies based on the results.
How marketers can earn respect at the revenue table
How would a 10% increase in your marketing budget affect the profitability of your company?
If you can’t answer that question, budget meetings probably aren’t your favorite part of the job. When you walk into your CEO’s office, maybe you bring activity reports, industry awards, examples of jobs well done…but does she care enough to increase —
6 Marketing Metrics CEO's Should Care About
73% of your fellow executives don’t believe that marketers are focused enough on results that truly drive incremental customer demand.
To get the most from your business’s marketing efforts expect data driven reports on total costs of marketing, salaries, overhead, revenue and customer acquisitions.
This cheat sheet cuts through the unfocused metrics and guides you through the only 6 marketing metrics you need to be focus on:
Marketing % of Customer Acquisition Cost
Ratio of customer lifetime value to CAC
Time to Payback
Marketing Originated Customer %
Marketing Influenced Customer %
CRM: A Business Imperative for Companies during the Global Economic Downturn
CRM: A Business Imperative for Companies during the Global Economic Downturn
Companies that invest wisely in information technology will reap the rewards
Implementing CRM will enable you to:
Increase revenue-generating activities
Achieve significant cost-savings and on-going productivity improvements
Deliver exceptional and personalised service
Materials for kpi gpg 1
The document discusses key performance indicators (KPIs), which help organizations define and measure progress toward goals. It provides guidelines for developing effective KPIs, including that they should be quantifiable and reflect organizational goals and objectives. It also gives examples of good and bad KPI definitions, and shows how KPIs can be structured at different levels of an organization and cascaded down from high-level goals.
How to Sell Marketing Automation to Executives
Interesting read from Oracle Marketing Cloud on how to convince your executives about the benefits of having a marketing automation platform in place.
Aligning Sales and Marketing Investments to Maximize Sales Performance
presented by Jason Angelos of Accenture at the TrueConnection 2008 Sales Performance Management Conference, hosted by Callidus Software
110201 sales comp ppt
The document discusses sales compensation strategies for SaaS companies. It covers aligning comp plans with business goals and stage, metrics like ARR and MRR, handling both SaaS and on-premise sales, lessons from Hubspot's experience evolving their comp plan through different growth stages. Key topics include balancing short-term quotas with long-term customer value, adjusting plans based on product adoption lifecycle, and using metrics and clawbacks appropriately.
Rise of the Revenue Marketer
Presented to over 1500 registrants for the American Marketing Association, this presentation explains the changing role of the traditional B2B marketer into the revenue-focused marketer.
If you can't measure or monitor it, you can't manage it !
Carl Larson Sales Best Practices - Sales KPI and Metrics Management
As a sales leadership subject matter expert with deep, hands-on sales team management experience at small, medium and large high technology product and professional service organizations, I am responsible for exceeding annual corporate revenue objectives by growing year-over-year sales and profitability. To support sales revenue achievement, I am responsible for developing new business customers, growing existing customer revenues and introducing new product offerings to penetrate new markets. To profitably grow businesses, I am accountable for optimizing the cost of sales by segmenting the marketplace, hiring and developing the right sales personnel and skill sets and establishing consistent sales process that reduces the time to value for my customers and my company. These processes include effective sales prospecting, business-value qualification or disqualification, executive relationship building, proof of value, win-win contract negotiation and closing performance. I have experience building businesses that grew new business software license sales, built SaaS annual recurring revenues and achieved professional services success.
Wells fargo
Wells Fargo analyzed high turnover rates among part-time tellers and found 50% resigned within their first six months due to unrealistic sales expectations and unattainable bonus structures. To increase morale and reduce costs, Wells Fargo adjusted individual store sales goals and teller bonuses to make them more achievable, and offered customer service bonuses to all team members rather than just those who met sales goals. These changes were presented to district managers and regional VPs to implement during conferences aimed at curbing part-time teller turnover and boosting morale. The company expects to benefit from lower training costs and fewer transaction errors with a more experienced teller workforce.
Demandbase + GTM Partners Analyst Hour - ROI Framework Workshop
This document discusses metrics for measuring the success of account-based marketing (ABM) programs. It provides examples of metrics that can be used at different stages of the ABM process: target account selection and engagement, engaged accounts, working accounts, meeting accounts, opportunity accounts, and won accounts. Specific metrics include account engagement rates, pipeline and revenue generated, time between stages like engaged to working, meetings booked vs held, opportunity acceptance rates, and win rates. The document advocates choosing metrics that match the goals of the specific ABM program.
Growing business performance indicators: what to measure
This document discusses key business performance indicators that small and growing businesses should measure. It outlines several sales performance metrics to track, including sales revenues, customer acquisition cost, building a typical customer profile, and size of gross margin. It also discusses measuring the sales funnel. For service performance, the document recommends measuring speed of service, cost to serve, customer loyalty and retention rates, and implementing a consistent customer service measurement. The overall goal is for small businesses to focus on the most important metrics that will help them navigate growth and scale their business successfully.
Similar to Enterprise Sales KPI's (20)
How marketers can earn respect at the revenue table
How marketers can earn respect at the revenue table
CRM: A Business Imperative for Companies during the Global Economic Downturn
CRM: A Business Imperative for Companies during the Global Economic Downturn
Aligning Sales and Marketing Investments to Maximize Sales Performance
Aligning Sales and Marketing Investments to Maximize Sales Performance
If you can't measure or monitor it, you can't manage it !
If you can't measure or monitor it, you can't manage it !
Demandbase + GTM Partners Analyst Hour - ROI Framework Workshop
Demandbase + GTM Partners Analyst Hour - ROI Framework Workshop
Growing business performance indicators: what to measure
Growing business performance indicators: what to measure
More from Aditya Bhattacharjee
Eunimart product lead growth strategy
The document discusses strategies for creating effective notifications and triggers to drive user actions and engagement. Some of the strategies mentioned include leveraging a sense of achievement, urging caution with time-based triggers, boosting self-esteem, gently nudging users with courage, building curiosity, increasing expectations with habit loops, and amusing users with group offers. The goal is to motivate users through subtle persuasion rather than hard selling.
Plg landscape marketing
The document outlines a strategy to increase sales on an ecommerce platform through various marketing initiatives. It includes plans to launch referral programs that reward existing sellers, employees, and partners for referrals. It also details content marketing tactics like creating educational videos and blogs, as well as case studies to promote the platform. Paid social media and search ads will be used alongside email campaigns. Gamification strategies are proposed to incentivize new users to complete tasks like filling out profiles and creating marketplace accounts. The overall goal is to acquire new users and drive more orders and sales through the platform.
Plg process for sales team
This document outlines a gamification strategy and messaging plan for sellers on an e-commerce platform. It details a points-based system with rewards for completing steps in the seller journey like creating a profile, linking marketplaces, cataloging products, and fulfilling orders. Sellers can earn rewards for hitting milestones like their first order, first 100 orders fulfilled, and first 500 orders fulfilled. The points can be used to purchase platform features or cash out. The document also includes example pop-up messages and notifications to guide sellers through the process.
Product sales operation process
The document discusses a sales operation CRM process. It focuses on tracking customer interactions across departments to provide a complete view of the customer relationship. The goal is to use this customer information to improve sales and better coordinate efforts across teams.
Enterprise Sales Target
This document outlines a target breakdown for enterprise sales on a daily, weekly, monthly, quarterly, and yearly basis. It includes metrics like the number of accounts to target, contact, and convert at each interval. The targets also include visitors to registrations, registrations to webinar, and webinar to users. Revenue projections are provided for different subscription plans on a monthly and yearly basis, as well as total revenue targets from platform users. However, it is noted that these are not final targets and enterprise sales projects and pricing will depend on individual deals.
Enterprise Sales Planning
The document outlines an enterprise sales planning process with key tasks, responsibilities, dependencies, timelines, and metrics. The process involves lead generation, qualifying leads, presenting to clients, scheduling demos, delivering customized solutions, and closing deals. It identifies tasks for marketing, sales, management, accounts, and technical teams. The goal is to generate 500 leads per month, qualify 60 leads, register 40 clients for webinars, and close deals with 2 brands within 2 months.
Key deliverables
Eunimart provides end-to-end ecommerce services including daily operations like catalog management, pricing analysis, and order fulfillment as well as strategic services like paid marketing, co-marketing, and new product consultation. Its technology platform offers centralized inventory management, order management, smart logistics aggregation, global payments, and intelligent tools for pricing, content, inventory, and portfolio analysis.
Brand presentation
This document provides information on Eunimart's business model and services for helping sellers expand globally. The four pillars of their model are payments, logistics, information technology, and marketplace. They offer core services like channel management, market consultancy, and branding/analytics. Their value proposition includes managing listings on multiple marketplaces, providing worldwide logistics and customs clearance, offering payment solutions, and giving tools to help sellers price competitively in different markets.
Brand_presentation
This document provides information on Eunimart's business model to help Indian sellers expand globally. It discusses Eunimart's core services including channel management, logistics, payments, and marketplace integration. It also outlines the key advantages of Eunimart's model including automated inventory and order management across marketplaces, end-to-end logistics and tracking, global payment options, and tools to optimize pricing and sales. The document promotes Eunimart's platform as a way for Indian brands and sellers to access international markets and customers.
Seller PPT
Eunimart is a one-stop solution to help Indian e-commerce sellers sell their products globally and pioneer the Brand India concept. It addresses key pain points Indian sellers face like thin margins, high logistics costs, and unreliable support. Eunimart's services include global marketplace alliances, worldwide logistics support, global payment solutions, IT support for inventory, content and order management, and consulting services. This allows sellers to expand their customer base, access major marketplaces and logistics partners, and maximize their global sales.
Presentation On Boiler Analysis
This document presents a case study and methods to re-establish a condemned boiler. It includes an introduction, contents listing, acknowledgements, abstract on the Hindustan Storage & Distribution Company where the boiler is located, specifications and diagrams of the boiler, scope of dismantling and repair work, results of dismantling, scope of work after renovation including flue gas analysis and boiler tuning.
Project Report on Analysis of Boiler- Aditya
The document describes the scope of work required to repair and re-establish a condemned boiler. It includes dismantling and analyzing the boiler and accessories to identify defects. The economizer and other parts showed corrosion and damage and needed replacement. Pressure testing of ducts and pipelines was also performed after repairs. The overall work aimed to refurbish the boiler so it could safely generate steam again for industrial processes.
Project Report -Trainee Engineer At Diesel Locomotive Shed, Indian Railways
The document provides details about Aditya Bhattacharjee's training report on diesel locomotives at the Siliguri Diesel Loco Shed. It includes an acknowledgement, contents listing, and descriptions of the components and systems of GM locomotives, including the engine, compartments, specifications, air brake control system, and air compressor.
SUPPLY CHAIN MANAGEMENT
The document is a presentation by mechanical engineering students on supply chain management in the automobile industry. It discusses key concepts of supply chain management including objectives, cycles and views. It also covers lean supply chain management principles and how agile and lean approaches can be combined through leagile supply chain management strategies. The overall document provides an overview of supply chain management concepts and their application in the automobile industry.
PPT on SCM
This document presents information on supply chain management in the automobile industry. It begins with an introduction to supply chain management and its importance. It then discusses lean, agile, and leagile supply chain management approaches. Lean focuses on eliminating waste, synchronizing flow, and collaborative relationships. Agile aims for flexibility and responsiveness. Leagile combines lean and agile approaches. The document concludes that effective supply chain management is important for automakers to reduce costs and ensure high quality, on-time delivery of products to customers.
my seminor report on turbine
The document describes the design and applications of different types of turbines. It provides an overview of the history and development of turbines, including early steam turbines invented by de Laval and Parsons. It then classifies turbines into categories such as hydraulic, steam, gas, and wind turbines. For each type, it discusses the basic theory of operation, examples, and efficiency. Hydraulic turbines are further divided into reaction and impulse types with examples like the Francis, Kaplan, and Pelton turbines. The document aims to inform about the different designs and uses of turbines.
my presentation on turbines
This document discusses the design and applications of different types of turbines. It begins with an introduction to turbines, then discusses their history. Turbines are classified based on their working fluid: hydraulic turbines use water, wind turbines use air, steam turbines use steam, and gas turbines use compressed gases. The key types discussed are hydraulic turbines, which include impulse (Pelton wheel) and reaction (Francis) turbines; wind turbines; steam turbines used for power generation; and gas turbines used in aircraft engines. Turbines have various applications including generating electricity via hydroelectric, wind, and thermal power plants.
My latest business project Curriculum Vitae
I'm working right now at an oil installation company as a supervisor & as well as a mechanical engineer. Company name is Hindustan Oil Storage & Distribution Co. Ltd. & I'm passionately looking forward for a better place & position in a reputed company.
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Project Report -Trainee Engineer At Diesel Locomotive Shed, Indian Railways
Project Report -Trainee Engineer At Diesel Locomotive Shed, Indian Railways
Enterprise Sales KPI's
- 1. Benchmark Achieving 70% of benchmark or target is min criteria. Achieving 90% of set target of benchmark is good, Achieving more than 90% is great Enterprise Sales KPI's ( As Team) Weightage Enterprise Sales Manager KPI's ( Individual) Weightage HOD Duties and Responsibilities Team Revenue Target Individual Revenue Target 50.00% Daily morning and evening reports Number of Deals Closed Number of Deals Closed 25.00% Resolving queries of team Average Revenue Per Deal Average Revenue Per Deal 15.00% Handling team escalations New Account Win Rate Manager Score 10.00% Ensure team attendance and discipline Stage One Opportunity Creation (Webinars) 100.00% Training team weekly Expansion to New MarketPlaces PLG and CRM proper implementation Contraction in MarketPlaces Revenue Loss due to Contraction Churned Revenue (Lost to Competion) Vs No of Accounts Churned Net Revenue Gain / Loss due to Expansion or Contraction Enterprise Sales Manager Incentive Target Percentage Min target achieved Avg target achieved Max target achieved