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How to measure Account Executive overall activity?

  • 8 February 2024
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Hello community,

 

I’m curious to learn how different Gong users have approached the questions of measuring a Saas Account Executive’s overall activity? Is there a good an easy way to do it which would correlate with actual sales performance?

 

Thank you!

Heikki

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Best answer by Levi Hayes 12 February 2024, 21:29

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Hi @Heikki Karimaa! This is a great question. I’m tagging in some folks who may have some best practices around measuring AE performance: 

@Ruth Levi Lotan @Phil Sweeney @maxtipton @Levi Hayes @Sean Persha @Teia Stone @Courtney_Mirakl @Danny Raines @Sonia_Koz @Holly Hampson  

Appreciate your insights in advance!!

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It depends a bit on how your company defines success. But, the Insights and Activity tabs have a lot of good info that likely correlates to what your company is looking for. Deal Drivers are a good overall starting point, though!

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As Courtney stated, this is determined by how your team defines success.

My mid-level management enjoys reviewing the “Activity” tab, which can be broken down daily or weekly. This gives the team insights into a full day’s activity and any significant gaps in activity.

My Regional and District managers work more out of the “Insights” tab; this is a great tab to utilize when defining KPIs.

I am unsure if your team utilizes Deals and Smart Trackers, but the “Drivers” board is by far one of our favorites. 

 

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