Anderson-Copperman: Okta requires CSMs to source four qualified opportunities per quarter
Krista Anderson-Copperman · a16z Podcast | The Rise of the CCO · Jan 2, 2019 · at 5:39
Krista Anderson-Copperman, Chief Customer Officer at Okta, details the specific quantitative targets and metrics assigned to Customer Success Managers at Okta.
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“They have a metric that's around qualified opportunities that get to a certain stage in the sales process. So depending on who their accounts are, the size of their accounts that they're managing, we'll give them a metric that says, hey, if you've got five accounts, you have to toss four opportunities over the fence every quarter that gets to a certain stage.”
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