How to Make Your Sales Results Suck Less (Hint: Better OKRs)

Improving sales results is easy if you focus on the right things.

Focus breeds results. Sales teams fail when they have a commoditized pitch, don’t trust the daily process, get distracted by non-sales activities, and have inferior goals.

Let’s improve your sales goals right now:

Establish better sales OKRs

An OKR (Objective and Key Result) was created to consistently focus on the right things and improve results every quarter.

The objective is your goal, clearly expressed as a bigger picture item. Your key results are three to five results that track the progress of the objective.

In sales, you only need two OKRs to be successful: opportunity creation and opportunity capture.

Here’s example OKRs from Anthony Iannarino on what makes a great sales OKR:

Objective 1. Create new opportunities among our target and existing clients that exceed our potential gross profit/revenue goals by x%.

Key Result 1: # Second meetings with target client