A presentation on the importance of goal setting for Sales Teams, including relevant goal examples.

1. The BetterWorks OKR Examples
SALES

2. 2BetterWorks | hello@betterworks.com
In today’s fast-paced workplace, having an accurate measure of
progress towards your goals is critical for knowing what you’ve done,
how you’re doing and what you have to do next. Measurable OKRs not
only keep teams aligned and individuals accountable, but also lead to
higher performance within the company.
Think of this through the lens of fitness wearables: Fitbit users take
43% more steps than non-Fitbit users. Why? Turns out that just making
goal data and progress available to an individual and their peers is
motivational for doing more.
Different jobs call for vastly different types of goals, so we’ve created
specific OKR examples for major roles within Sales. At BetterWorks,
we believe setting good OKRs is easy if you start with the five Goal
Science™ pillars: connected, supported, adaptable, progress-based and
aspirational. As you’ll see, the OKR examples we provide follow these
pillars to ensure that your team’s goals are on the path to success.
To make these examples even more valuable, we’ve divided them
into two categories: objectives and key results. The examples are
not intended to be complete packages of objectives and key results.
Instead, you can choose which cross section of examples is best for
you, or simply use our examples as a guide as you begin setting OKRs.
Chairman of Kleiner Perkins (and BetterWorks board member), John
Doerr, believes that there are three words that make or break goals:
“as measured by”. So a simple rubric for good OKRs is as follows:
I will ________ as measured by ____________.

3. 3BetterWorks | hello@betterworks.com
Hit company bookings target
for Q1
• Secure $10M in bookings by end of Q1
• Ensure each sales manager contributes $4M or more in bookings
• Ensure at least 60% of sales team achieves quota
• Deliver 40% of our overall bookings via upsell and cross-sell
• Attend 3 industry events by end of Q1
Become a more effective sales
machine
• Launch the energy vertical sales plan by end of Q1
• Hire 3 new sales managers by end of Q1
• Propose lead territories for 3 new regions given latest lead scoring
rules by end of Q1
• Ensure that the sales certification program is in place by end of Feb
• Create new rules of engagement on sales compensation
commission by Jan 31st
Head of Sales
ROLE
GOAL AS MEASURED BY
Drive new territory growth • Hire two new Account Executives
• Meet with 45 new opportunities by the end of Q1
• Work with Head of Field Marketing to establish strategic targeting
program for next quarter
• Share at least 3 best practices with peer organizations related to
pricing or competition
Create new bookings and
pipeline for Q1
• Contribute $1M in bookings by the end of Q1
• Contribute $4M in new pipeline opportunities by end of Q1
• Keep pipeline above 3x at all times
• Achieve linearity targets with 20% closed by end of month and 50%
closed by end of month 2
Sales Manager
ROLE
GOAL AS MEASURED BY

4. 4BetterWorks | hello@betterworks.com
Ensure quality activity on leads
and opportunities
Create new bookings and
pipeline for Q1
• Maintain 100% of opportunities that are not older
(younger) than 60 days
• Convert or downgrade all leads within 14 days
• Meet with 75 new opportunities by the end of Q1
• Document 50 new discoveries in SFDC for Q1
• Contribute $250K in bookings by the end of Q1
• Contribute $1M in new pipeline by end of Q1
• Keep pipeline 3x the sales target at all times
• Deliver 40% of territory bookings via upsell and cross-sell
• Achieve linearity targets with 20% closed by end of month
and 50% closed by end of month 2
Account Executive
ROLE
GOAL AS MEASURED BY
Define and implement SDR
social selling process and guide
• Craft a social selling email template by February 13th
• Send social emails to 10 contacts per week for the duration of Q1
• Train 3 new SDRs on social selling best practices
• Touch 100% of leads every week
Sales Development Representative
ROLE
GOAL AS MEASURED BY
Exceed Q4 quotas by 100%+ • Create an account plan for each tier by January 31st
• Generate 60 SQLs by end of Q1
• Source 30 Fortune 1000 CXO meetings by March 1st
• Bring in $200,000 in bookings by end of Q1

5. 5BetterWorks | hello@betterworks.com
© 2016. BetterWorks. All rights reserved.
999 Main Street, Redwood City CA 94063 | 844.438.2388 | hello@betterworks.com
Goal Science®
Thinking
About BetterWorks
The BetterWorks platform is designed for today’s workforce by applying
five Goal Science pillars, based on proven goal setting practices and
organizational research.
BetterWorks provides enterprise software to easily manage collaborative
goals and lightweight performance conversations. Its platform is built on
Goal Science insights and operational research to help high-performing
companies align and engage their teams, execute more effectively and
ultimately become more successful.
For more information, visit www.betterworks.com.
Connected Supported Progress-based Adaptable Aspirational