Shift the focus from numbers to performance. The idea is simple yet effective. This also tallies with the philosophy around OKRs. According to experts, The Objectives and Key Results framework should be so designed that it helps in improving the performance of the employees. The OKR framework should not be tied to the appraisals, which in turn are associated with numbers. Hence, an ideal OKR framework is the one that helps all the employees align their objectives with those defined by the company itself, for that quarter (or a longer period if required).
These objectives and key results are then written in a top to bottom flow so that all the employees have a fair understanding of what they are supposed to do in the coming days. The objectives define what is expected to be done, while the key results state how it is to be achieved. While objectives should be inspirational, key results should be very quantitative and metrics-driven.
Another important thing to remember while writing OKRs is that key results are not tasks, but results achieved after doing certain tasks. What tasks are required to obtain the said results is to be discussed separately. Learn in detail about OKRs here.
How can Sales OKRs increase the sales team performance?
Sales teams are constantly under pressure to reach their sales targets. Instead of just being goal-driven, they need to take a strategic approach to selling. When a sales team starts using OKRs, it will be able to set sales goals that can be executed efficiently. The team will be able to focus on areas that require attention and prioritize them to achieve outcomes. By focusing on these outcomes, sales leaders can facilitate growth and guide people in the right direction.
Setting Sales team OKRs
The sales team regularly seeks to achieve its sales targets, make cold calls, write emails, increase closure, and generate revenue. However, are they tied to the business strategy? It is the competence of organization that defines the sales OKRs, not the other way around. When the needs of the organization are understood, the sales team will be able to break down the quarterly goals into actionable sales OKRs.
A sales objective could be to increase retention rates or drive revenue. OKRs can be created at a business level or individual level. Any established metrics can be used to achieve great outcomes by tying them to OKRs. After the objective has been set, the team must select its focus area to create impact by tying them to Key Results.
So, how should the OKRs of the sales team look like Let us see some examples of OKRs with respect to the roles in the sales department.