BTM Event Video: Salesloft CEO Kyle Porter – How do you use score-cards to help provide employees with clarity on goals?

Building the Sales Machine (BTM) Event Series: we post clips of the best questions that where answered during our live events, so you can take the best ideas back to your teams and companies for further discussion.

We have this idea at Salesloft, we want to answer three questions for every single employee.

1. Who’s my boss?
2. What’s my job – What’s expected of me?
3. How do I know if I’m doing it well?

If you have answers to these 3 questions, then it’s super easy to fill in management around it.

We have this concept of a scorecard; we have a number for everything.  Every department has its scorecard for all the things that matter to them, and each individual has their own scorecard. For the whole company, it has things like ARR, how many customers did we lose, expansion revenue, [and] net promoter score.  So ultimately, everyone has a list of identifiable goals on a score card, so their manager can review them with each employee.  They can go through each goal, and immediately give feedback on whether they are on track.

Then we take these score cards, and we do a weekend update.  Every single Sunday night, I’ve never ever missed one, we send an email to the entire team.  We cover the scorecard, we show the goal for the quarter, and we show how we’re doing against that goal.  For salespeople, it gets down to individual names.