Gregory Keshian

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Greg is COO and Co-Founder at Rekener. Greg’s career has been focused on using data to grow recurring revenue businesses. Before joining Rekener, he served as VP of Operations at ZeroTurnaround, where he built its strategy and operations practice, ran customer success and renewals, helped to grow and coach its high-velocity sales organization, and optimize its marketing efforts. Prior to that, he ran the BizOps and marketing functions for the AVOKE call center analytics business, a SaaS company within BBN Technologies. He got his start using data to improve sales and marketing efforts while at AppNeta. Greg is also a member of the Revenue Collective.

Posts by this Author

How to Calculate Lead Velocity Rate

GREGORY KESHIAN | Oct 06, 2019

Lead Velocity Rate measures the period over period growth in the number of leads you are generating.  It shows you whether you are expanding the top of your funnel or not.  And, if your leads convert to opportunities and deals consistently, Lead Velocity Rate can help you predict your future bookings.

As an example, if you generated 120 leads this month, and generated 100 leads last month, then your Lead Velocity Rate would be (120 - 100) / 100 = 20%

Get the cheat sheet for AE metrics

Metrics Cheat Sheet for Account Executives

GREGORY KESHIAN | Oct 02, 2019

When you're coaching account executives, you can only give so much advice at once.  You can't have every rep focus on improving everything all at the same time.

Instead, you need to pick your spots, and have reps focus on a manageable amount of stuff at a time.  This allows them to practice that skill deliberately, and improve to being great at it.  After they master one part of the process, they can move on to the next.

Sales rep scorecard account exec example

What is a Sales Rep Scorecard?

GREGORY KESHIAN | Sep 01, 2019
A sales rep scorecard is a document or application that tracks key performance indicators about members of your sales team.  It is used by sales managers to track and improve the performance of their sales reps. Example sales rep scorecard metrics are: calls, demos set, opportunities created, deals won, bookings, ASP, close rate.
Everything you need to know about pipeline coverage

Everything You Need to Know About Pipeline Coverage

GREGORY KESHIAN | Aug 16, 2019
Pipeline Coverage is a ratio used by sales managers to measure how much pipeline they have, compared to how much quota they need to close.  Pipeline Coverage is calculated by dividing your open pipeline by how much quota you need to close and general rule of thumb is to have 3x to 4x Pipeline Coverage. This post fills you in on all the ways to calculate and use Pipeline Coverage.