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.
Qualified Meetings Booked
The number of meetings you book that meet our specific qualification criteria (e.g., BANT or MEDDPICC).
Target · 12-15 per month, consistently. If you book 14 qualified meetings in October, you've hit your target. If 3 of those get cancelled because they weren't actually qualified, they don't count.
Pipeline Value Generated
The estimated revenue value of the opportunities that result from your qualified meetings, as they progress through the sales cycle.
Target · £150,000 - £200,000 in new pipeline per quarter. You book a meeting for a prospect who eventually enters the pipeline as a £50,000 opportunity. That contributes to your quarterly target.
Conversion Rate (SQL to Stage 2)
The percentage of your qualified meetings (SQLs) that the Account Executive accepts and progresses to the next stage in the sales process.
Target · Consistently above 60%. If you book 15 SQLs, and the AEs progress 9 of them to Stage 2, your conversion rate is 60%. We want to see those AEs happy with your leads.
Dials & Talk Time
The sheer volume of calls you make and the total time you spend actually speaking to prospects.
Target · 80+ dials per day, 2.5+ hours talk time per day. You make 85 calls and spend 2 hours 45 minutes on the phone today. Good effort, but let's push that talk time a bit more tomorrow.
International Territory Coverage
How effectively you're reaching out to and engaging with prospects across your assigned international region.
Target · At least 70% of high-priority accounts contacted quarterly. If your territory has 100 high-priority accounts in Germany, we expect you to have attempted contact with 70 of them in the last three months.
Call Quality & Discovery
How well you run your discovery calls, asking insightful questions and uncovering real pain points, not just ticking boxes.
- Your manager reviews recorded calls (Gong/Chorus.ai) and provides feedback. We'll listen for open-ended questions, active listening, and how you connect our solution to their actual problems. We want to hear you go beyond the script and genuinely understand their world. The Account Executives should also be saying, 'That was a really well-qualified lead, you nailed the discovery.'
Personalisation & Messaging
The effort you put into tailoring your outreach (emails, LinkedIn messages, voicemails) to individual prospects, making it relevant to their role and company.
- Your manager will review your email sequences and LinkedIn messages. We'll look for specific references to the prospect's company news, their role, or recent industry trends. It's about showing you've done your homework, not just copy-pasting. The goal is to make them feel like you're talking directly to them, not just another name on a list.
CRM Hygiene & Data Accuracy
Keeping Salesforce clean and up-to-date with accurate notes, contact information, and opportunity stages.
- Regular spot checks by your manager or Sales Operations. We'll look for detailed, relevant call notes, correct contact details, and proper lead/opportunity status updates. No one wants to chase stale data or try to figure out what happened on a call from a one-word note. Frankly, good data makes everyone's life easier.
Proactive Problem Solving
Identifying issues in your process or with lead quality and suggesting solutions, rather than just complaining.
- You bring ideas to team meetings about improving a sequence, refining a qualification question, or tackling a specific objection. You're not just executing
- you're thinking about how to make things better. For example, if you notice a specific type of lead consistently falls flat, you'll propose a change to the Marketing team.
