Gregory Keshian

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Greg is COO and Co-Founder at Rekener. Greg’s entire career has been focused on using BizOps to grow recurring revenue businesses. Before joining Rekener, he served as VP of Operations at ZeroTurnaround, where he built its BizOps practice and team. He did the same for the AVOKE call center analytics business, a SaaS company within BBN Technologies. He got his start in BizOps for recurring revenue businesses while at AppNeta.

Posts by this Author

How to Calculate Stage to Stage Duration

GREGORY KESHIAN | Dec 31, 2018

Stage to Stage Duration measures the average amount of time it takes for opportunities or deals to move from one stage to the next. For example, if a rep had had 100 opportunities that moved from Stage 1 to Stage 2 in the sales process, and the total number of days between Stage 1 and 2 (if you added them all up) was 1,000 days, then the Stage 1 to Stage 2 Duration would be 1,000 days / 100 opps = 10 days.

Sales reports, templates and tools

Sales Reports: Templates and Tools

GREGORY KESHIAN | Nov 22, 2018

Often, the key to success in business is having the right information to make decisions with. It's also an area of difficulty for many companies. One of the main obstacles to using information effectively is converting data into usable insight. For a sales team, having the right sales reports is essential.

Sales rep scorecard account exec example

What is a Sales Rep Scorecard?

GREGORY KESHIAN | Nov 05, 2018
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.
Scorecard for Account Executives

Build a Scorecard for Account Executives

GREGORY KESHIAN | Oct 29, 2018
Account Executives perform the important function of taking qualified leads and turning them into revenue for your company.  It’s really important to know which ones are performing at expectation levels, and which aren’t. Here’s an example of a scorecard you can create for your AE’s that tracks how they’re performing in 4 key areas:  Efficiency, Velocity, Results and Pipeline.
Google Sheets Integration with Rekener

Launching the Google Sheets Integration for Rekener

GREGORY KESHIAN | Oct 18, 2018

We’re very excited to announce our newest integration - with Google Sheets!  Rekener users can now connect any of their Google Sheets to Rekener, to quickly and dynamically upload custom data alongside their sales rep and account data from their CRM, as well as their web visit, support ticket, and product usage data.

B2B sales metrics whiteboard

Business KPI's and How to Calculate Them

GREGORY KESHIAN | Oct 15, 2018

Here at Rekener, we are frequently asked about KPI's:  what are the right ones to track, how frequently to monitor them, and how to actually calculate them.

So, we've started to compile a list.  Here, you can find our Metrics Glossary.  It's got a whole bunch of metrics that our customers track.  Each entry lists out what the metric is, as well as how you can calculate it either using Salesforce data, or HubSpot CRM data.