Josh Allen is a sales leadership veteran. From inside sales rep to manager to EMEA sales director to current VP of Sales at LogMeIn, Josh has a track record of leading successful teams. We recently sat down to discuss how he thinks about and measures KPIs for his sales reps.
(Note: LogMeIn is a remote access software/SaaS company with a higher-volume, lower-ASP model.)
Josh and LogMeIn have departed from traditional (one-size-fits-all) sales KPIs in favor of customized metrics for each and every sales rep.
"We've tried cookie cutter KPIs – for example, everybody has to make 60 dials a day, create 5 new opportunities a week, etc. But when you apply KPIs broadly across different sales teams, and try to graph it, you're going to have people who are on the high end and the low end. And very few people who are actually meeting the target."
Rather than apply uniform metrics, they decided to build a formula that would be as customized as possible to the individual sales rep. Using historical sales performance, they isolate that specific individual’s metrics.Read More