Sales teams are used to having goals, but writing 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 that Sales OKRs provide. For example, even Marketing teams often don’t have access to your sales stack. They are never really sure where Sales are, or more importantly, where they might need help.

Relevant Roles

• Chief Revenue Officer (CRO)
• VP Sales
• Sales Director
• Sales Manager
• Sales Development Representative (SDR)
• Business Development Representative (BDR)

Sales Processes & OKRs

Sales team OKRs are usually either directly improving metrics / KPIs that are sales funnel related or related important sales management processes that change these KPIs include:

• Sales team hiring and on-boarding
• Collateral and training material management e.g objection handling
• Activity tracking and management
• Lead qualification and scoring
• Sales automation creation e.g. sequences for SDR lead generation
• Goal and commit / quota setting
• Compensation plan creation and management
• Marketing and Customer Team Alignment
• Product Management briefing
• Leadership reporting

Sales OKRs might also be different depending on the part of the sales funnel you are involved in. For example SDR OKRs and going to be different to BDR OKRs. But regardless of the role, your OKRs should be priorities for improvements, create alignment, shared purpose, and lead to better cross functional teamwork. Which means often helping other teams to help you!

Here you will find some examples of typical Sales team OKR goals. Remember that OKRs were NOT created for ‘Business As Usual’ Goals, projects you are going to undertake, or really long-term goals.