OKR Examples

Sample objectives and Key Results (OKRs) by department
Our Examples
Introduction

Sales

Why Choose OKRs for your Sales Team

OKRs or Objectives and Key Results are a collaborative goal-setting tool used by sales teams and other departments to set challenging, ambitious goals with measurable results. OKRs are how you track progress, create alignment, and encourage engagement around measurable goals.

OKRs can be a superpower for creating an environment where employees are able to work with purpose. Companies like Intel, LinkedIn and Airbnb have achieved amazing results with OKRs, but less often discussed is the fact that deploying a goal framework in the right way can create a vastly better working environment.

The OKR methodology is very simple, and when used properly, OKRs can help your sales team create things like high output management, team alignment and increased communication in all your business goals.

Writing & Implementing OKRs for your Sales Team

When it comes to creating and writing incredible OKRs consider the following formula: We will __(Objective)__ as measured by __(these Key Results)__.

Designed to fit the needs of any organization size, department or industry, OKRs work the same for setting goals throughout many company levels. They can also be used by individuals or small teams to achieve results. .

Objectives need to be clear, actionable and  (ideally) inspiring, while also actionable and time-bound. 

Key results determine whether an Objective has succeeded or failed. They are quantifiable, measurable and time-bound, so that it's easy for the team to gauge progress. Contributors on the KRs should measure progress regularly (ideally weekly), and then at the end of the OKR period (typically a quarter), there’s a regular grading of the KR and retrospective. 

When it comes to writing and setting OKRs, it's a good idea to make it collaborative. By conducting a brainstorming session, it engages your sales team, gives your team a level of ownership and drives accountability for those results. Ultimately, you want to create a process where teams feel empowered to create their OKRs and then challenge teams across the business to ensure they’re focused on the right priorities at the right time. This process encourages creative thinking and informed risk-taking, all to push your sales team forward.

Sales OKRs: Best Practices & Examples

When getting started with sales OKRs, we get common questions like “how do I write a good sales OKR?” or “can you give me a good example of a revenue generating OKR?” To answer these questions, we created a list of example sales OKRs so you can have some inspiration as you begin to write your own company, department and team OKRs

Sales OKRs for Revenue

OBJECTIVE: Hit quarterly revenue of $10,000,000

Key Results:

  • Expand successfully into the APAC region by achieving $1,000,000 in New ARR
  • Achieve >30% of New Business in Upsell/Cross-Sell to existing customers 
  • Increase the conversion rate from SQL to Opportunity to 11%
  • Decrease the sales cycle for the Standard version of the product from 32 to 15 days


OBJECTIVE: Generate new bookings pipeline

Key Results:

  • Generate of $12M in 'Land' Pipeline
  • Generate $4M in 'Expand' Pipeline
  • Do 7 product demos per week on average per Sales Rep


OBJECTIVE: Recruit World-Class A-Players for Our Sales Team

Key Results:

  • Hire 10 new AEs by the end of January
  • Hire 20 new SDRs by the end of January
  • Hire 5 new Sales Managers by the end of January
  • Maintain a 4:1 onsite "Interview Offer" ratio


OBJECTIVE: Develop Our Reps into the Best Sales Team in the Industry

Key Results:

  • Implement new Sales Training platform demonstrated by successfully delivering 3 training modules
  • Complete weekly sales coaching Lunch & Learns
  • Interview and finalize on new Sales Training methodology trainer to be delivered next quarter
  • Complete regular monthly anonymous surveys of SDRs and AEs and get their feedback


Sales Manager OKR Examples

OBJECTIVE: Grow Our Sales in the Central region

Key Results:

  • Develop 50 new Qualified Opportunities in Strategic named accounts 
  • Successfully onboard 10 new resellers that focus on the Central region
  • Rollout SPIF for Central region driving 70% Rep Quota attainment in the Central Region


OBJECTIVE: Improve Sales in South America

Key Results:

  • Land 30 new customers with greater than $20k in ARR in South America
  • Implement a new sales training program for our South American team
  • Receive 10 5-star reviews from our customers who indicate willingness to be references


SDR Manager OKR Examples

OBJECTIVE: Implement SDR social selling process

Key Results:

  • Generate 75 SQL’s to sales executives
  • Generate >$185,000 in Qualified Pipeline through social selling techniques
  • Successfully train 5 SDRs on social selling practices as measured by passing the Sprout training segment 


OBJECTIVE: Exceed our Quarterly Pipeline Quota by 50%

Key Results:

  • Generate 150 Sales Qualified Leads
  • Generate in $500,000 in Qualified Pipeline by end of Q3


OBJECTIVE: Grow Our Upsell and Cross-sell

Key Results:

  • Promote 3 SDRs to the Account Manager (Existing Customer Sales) role
  • Increase upsell and cross-sell revenue by 40%
  • Increase Net Retention to 98%
  • Have regular weekly alignment meetings with Customer Success


Sales Enablement OKR Examples

OBJECTIVE: Enable Our Sales to Be More Successful

Key Results:

  • Successfully deliver Sales Enablement Training Platform by X Date as measured by 80%+ Sales team training on how to use the system
  • Deliver the new process for measuring Outbound vs. Inbound Pipeline through presentation to Sales Execs by XX Date
  • Improve email sequences to result in a 20% improvement in Click Rates
  • Implement the new Forecasting module, migrating to the new methodology by XX date
  • Revise the Sales Compensation Plan and obtain approval by Sales Mgt & Board by XX Date


OBJECTIVE: Improve our Sales Analytics Process

Key Results:

  • Implement a sales analytics and Business Intelligence platform successfully delivered by XX Date
  • Deliver new Sales Management Alert triggers based on triggers in Sales Cycle (i.e. Size, Stage Change, etc.)
  • Deliver weekly summary of Sales Activity metrics to Sales Management team by XX Date
  • Deliver Weekly Sales Pipeline metrics summary report to Sales Mgt team by xx date


Channel Partner Sales OKR Examples

OBJECTIVE: Grow Sales Through our Channel Partner

Key Results:

  • Recruit & Sign 30 new channel partners in Eastern, Central and Western geographies
  • Deliver proposal and obtain approval for the Q2 Channel Incentive Program
  • Successfully launch the new channel partner portal as measured by 50% logins from Partners
  • Deliver improved channel partner onboarding process as measured by a 20% improvement in certification test passing scores

How Koan Simplifies OKRs For Sales Teams

An ideal OKR software tool will build and reinforce great practices while fitting in seamlessly with the way your sales team already works. Teams who use a software-based OKR tool have improved alignment and work better together. By having purpose-built software for the job of goal tracking, you’ll avoid a ton of time spent running around and getting updates. 

Get started with Koan for free today. 


Ready to get started?
Join thousands of companies discovering more purposeful work with Koan.
Get Started
Cairn