Sales OKR Examples

Sales teams are used to having goals, but setting OKRs are quite different. Yes, Sales have Salesforce, Hubspot, Pipedrive etc. and dashboards telling them their targets – but what’s usually missing is the transparency, alignment prioritisation, collaboration OKRs provide.

For example, even Marketing teams often don’t have access to your sales the stack. They are never really sure where Sales are, or more importantly, where they might need help.

So the job of Sales OKRs create alignment, shared purpose, and better cross functional teamwork. Which means often helping other teams to help you!

Sales OKR Examples

Easy To Understand Sales OKR Examples

Below we’ve created Sales OKRs for common departmental priorities. They were not trying to be
‘Business As Usual’ goals –  dashboards can track KPIs and sales funnels.
They are also not trying to replicate Salesforce, Hubspot etc.

Therefore OKRs should not look to cover every stage of your sales funnel. Instead they are a call to
arms to the key battlegrounds that will make a material difference to Sales Performance right now.

They are then a great way of sharing your plan, progress and problems, and a way of
getting support from other teams as well.

Priority Problem / Opportunity
We need to start signing up larger accounts on longer contracts and still hit our new revenue target. Contract lengths makes us more resilient to things like COVID.

OBJECTIVE - Ambitious sales growth, no problem

KEY RESULT 1 – Increase Average Revenue Per Account (ARPA) to $20K this Quarter
KEY RESULT 2 – Increase New Contract Average Months Up Front Payments to 2 year this Quarter

KEY RESULT 3 – Achieve $250k New Monthly Recurring Revenue this Quarter

Priority Problem / Opportunity
Marketing are working hard to generate leads and we’re not following them up well enough and hard earned opportutnies are falling through the cracks.

OBJECTIVE - Make the most of all the MQLs Marketing create

KEY RESULT 1 – Increase MQL Discovery Calls Completed % from 20% to 80.0%

Priority Problem / Opportunity
We’re struggling to convert SQLs at the levels we were last year and out sales cycle also needs shortening. This is a priority.

OBJECTIVE - Turn SQLs to Revenue, faster

KEY RESULT 1 – Grow the Sales Qualified Lead (SQL) to Closed Won % from 20% to 30%

KEY RESULT 2 – Reducing the Sales Cycle to from 40 Days to 30 Days

Writing Your Own Sales OKRs

You’ve read the examples above – are you ready to start writing your own Objectives and Key Results?

If the answer is yes, we have something special for you. OKR experts and coaches have helped us build a
tried and tested OKR Canvas Template, tutorial and video for you and your teams to follow.

It’s time to develop the goals that really matter the most and will help reps smash their sales quotas.
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An OKR Book That Will Teach You To

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Learn how to join Google, Microsoft, Facebook, Spotify and hundreds of thousands of others in using OKRs to set-goals.

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The book includes OKR examples, mistakes to avoid and how to plan to roll-out OKRs. With advice from some of the world’s best OKR coaches included. 

If you’re going to lead a high performing sales team it goes without say that you’re going to be results oriented.

Part of the magic of OKRs is they require conversations with your team and other teams to set them. They are more than
your quota in an OKR format. These conversations are going to unlock opportunities that might normally pass you by and
not get brought up in your usual sales meetings.

What you will also notice is that OKRs allow you to also introduce better cross functional collaboration and
related learning opportunities. Especially with marketing, product, customer focused teams.