Salesforce, Gtmhub & OKRs: Driving performance of your sales organization

OKRs (Objectives and Key Results) is a methodology used by fast growing companies to drive performance across the organization. By setting clear objectives and measurable key results, organizations that employ OKRs typically execute better than their peers (read how Sears created an experiment, where a group that used OKRs increased their sales by 8.5%).

OKRs are generic enough that they are used across the organization – engineering, sales, marketing, customer success and even finance teams use OKRs.

In this post, we are going to show how Gtmhub integrates with Salesforce to enable sales organizations to adopt OKRs.

Quick example

 

Let us start with a simple sales OKR example:

  • Objective: Drive more upsell
  • Key results:
    • Close 15 deals from existing clients
    • Add 40 opportunities from existing clients
    • Add $500k in existing clients opportunities

This is a reasonable objective for a sales team, or more specifically, account management team.

By setting this objective, sales team has a clear idea what needs to be done (do more upsell) and what is the definition of success (15 new deals from existing clients etc.). When set in context of OKRs, this objective also communicates to the rest of the company what sales team is up to and effectively invites others to help if possible.

Managing one or two OKRs can be done on post-it notes or whiteboard. But very soon, it becomes more hassle than salespeople deem worth it. After all, coffee is for closers – not guys that update diligently their OKRs.

Frictionless OKRs for Salesforce with Gtmhub

 

With Gtmhub you can automatically connect to Salesforce (and over 100 other systems, but that’s a different story) and automatically pull all the metrics you want to work on. So, for example, to go back to our quick example, we could have always up-to-date metrics or key results for:

  • number of deals from existing clients
  • number of opportunities from existing clients
  • value of opportunities from existing clients
Adding a Salesforce metric as key result
Adding a Salesforce metric as key result

 

There are many metrics that come out of the box with Gtmhub, such as number of leads, total amount of open opportunities and so on. All you need to do is install Salesforce masterplan.

Salesforce OKRs masterplan
Salesforce OKRs masterplan

 

While you can go a long way with just one click, the true power of Gtmhub is in the fact that you can quickly build all kinds of custom metrics and insights to be used as key results. Gtmhub comes with a simple, yet powerful, tool for calculating metrics from 3rd party systems.

Dynamic key result editor
Dynamic key result editor

 

With the insight and metric editor you can write custom queries and come up with any kind of metric that your team may need. All these metrics can then be used as dynamic key results – or key results which update automatically in real time.

You can create queries in SQL and R programming languages. In addition to this, it is important to know that Gtmhub allows you to combine data from different systems within a single metric. For example, if you want to track the number of support tickets your entreprise customers generate – you can write simple queries that combine data from Zendesk and Salesforce.

Summary

 

OKRs are spreading like a wildfire among the fast growing businesses. They are being used in various divisions and functions within companies, from sales, to marketing and engineering all the way to HR departments.

Sales teams that use Salesforce have most of their relevant metrics in Salesforce. To remove the friction (manual updating) and improve the experience (real time results), Gtmhub connects to Salesforce and is able to attach any kind of metric as a key result.

Want to see this in action? Book a demo!