The scoreboard, and what is not on it. The hard targets, how often each is actually
looked at, and the quiet signals that never reach a dashboard.
Portfolio Growth (YoY NRR)
Year-over-year Net Revenue Retention across your assigned portfolio of strategic accounts.
Target · 110-125% NRR If your portfolio generated £5M last year, you're aiming for £5.5M to £6.25M this year, accounting for both renewals and expansion.
Multi-Year Renewal Rate
The percentage of eligible renewals that you secure on multi-year contracts (e.g., 2 or 3-year terms), indicating long-term client commitment.
Target · >30% of eligible renewals Out of 10 accounts due for renewal this quarter, you secured 4 of them on 2-year deals, hitting 40%.
Strategic Account Plan Execution
Completion rate of key activities and milestones defined within your multi-year strategic account plans.
Target · 90% of key activities completed on schedule Your Q2 plan included 15 specific actions (e.g., C-level meeting, new product demo, executive QBR). Completing 14 of them on time means you're at 93%.
Team Quota Attainment (Direct Reports)
The aggregate percentage of quota attainment for the Account Managers directly reporting to you.
Target · 100%+ for the team's aggregate quota If your three direct reports have individual quotas of £500K, £600K, and £700K, and they collectively hit £1.9M, your team attainment is 105.5%.
Forecast Accuracy (Team Commit)
How close your team's 'Commit' forecast (the deals you're certain will close) is to the actual revenue closed for the quarter.
Target · +/- 5% variance Your team committed to £2.5M for Q3, and you actually closed £2.4M. That's a 4% variance, well within target, showing strong pipeline management.
Strategic Influence & Thought Leadership
Your ability to influence both client strategy and our internal product/service roadmap, positioning yourself as a trusted advisor.
- You're proactively consulted by client executives on their strategic initiatives. Product teams seek your input on new feature development for key accounts. You're invited to speak at industry events or internal strategy sessions. Your recommendations regularly lead to significant shifts in client or internal plans.
Team Development & Coaching Effectiveness
The growth and success of your direct reports, demonstrated through their performance and capabilities.
- Your direct reports consistently hit their targets and show measurable improvement in their sales skills (e.g., deal qualification, negotiation). They proactively seek your coaching and mentorship. You have a clear development plan for each team member, and they're progressing against it. Retention of your team is high.
Client Advocacy & Partnership Depth
The extent to which your strategic accounts become genuine advocates for our business, beyond just purchasing our products.
- Clients actively refer us to new prospects. They participate in case studies, testimonials, or joint marketing efforts. You have direct access to and regular engagement with C-level client executives. They view you as a true partner, not just a vendor, and proactively share their challenges and opportunities.
Internal Collaboration & Resource Orchestration
Your effectiveness in rallying internal teams (Product, Marketing, Solutions Engineering, Customer Success) to support strategic account initiatives.
- Internal teams proactively offer support for your accounts. You consistently secure the necessary resources for complex client projects. There's clear alignment and shared understanding of client priorities across departments. You're seen as a fair and effective internal negotiator for your clients' needs.
