How you manage your team is constantly changing. You can no longer fly by someone's desk to see how things are going and you're not able to feel the vibe of your team just from the sheer volume of the sales floor.

So what do you do now? What are the right metrics to goal on and how would you measure them? What Salesforce reports do you need to look at? And how often? Figuring out the right goals and what needs to happen in order to go after them is a huge challenge that you don't have to face alone!

We sat down with Atrium & Modern Sales Pros Founder, Pete Kazanjy, for a special Masterclass on how to set AE & SDR goals that don't suck. Pete called upon his past and current experiences to walk us through how to set smart goals.

TOPICS
How to select metrics that matter

How to set smart goals and communicate them

How to actually monitor and manage these goals

How to adjust goals when things get weird (Um, like a pandemic that is still going?)

KEY TAKEAWAYS
We goal because we want to win, but when you get granular with your goals, you can improve the quality and efficiency of your team's behavior.

Impacting the score on the scoreboard is difficult for an individual player to do; we need to break that down into its constituent parts to know we are on our way to winning, doing the right things, and making progress.

Start quickly and iterate. Getting metrically excellent isn't a one-off effort. It's more of an ongoing process where each successive step builds on the one before it, and looping back to refine over time.

A big step that sales orgs miss when instrumenting rep performance is actually setting goals for metrics that have been selected. Goal setting is an iterative process, but you have to start.