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Setting AE & SDR Goals That Don't Suck
First Principles for realistic goals
Chances are, how you're managing your team today is totally changed. 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.
Join Modern Sales Pros Founder, Pete Kazanjy, for a special Masterclass on how to set AE & SDR goals that don't suck! Pete will call upon his past and current experience to walk us through how to set smart goals, and what comes after.
Discussion 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 continue to get weird (Um, like a pandemic that just won't quit?)
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.
You need to constantly monitor and visualize your data. Make sure to incorporate your dashboards and reports into weekly, monthly, or quarterly meetings depending on what you’re tracking, so it's being discussed and actively worked on.
When you set goals, set them from averages (or you're going to really bum out everyone but the high performers).
Resources galore
Deep dive into Pete’s incredibly comprehensive and dense slide deck here.