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 its customer success and renewals function, 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.

Posts by this Author

Acquia is automating analytics and improving sales performance with Rekener's Sales Rep Scorecards.

Case Study - Acquia Levels Up Sales Performance Reviews with Sales Rep Scorecards

GREGORY KESHIAN | Jun 10, 2019
Acquia is the open source digital experience company, and provides the world’s most ambitious brands the leading cloud platform for building, delivering, and optimizing digital experiences.  With more than 100 reps on their sales and account management teams, Acquia places huge value on sales analytics and performance reviews. This case study tells the story of how Acquia is using Sales Rep Scorecards to automate analytics and improve sales performance.
Everything you need to know about pipeline coverage

Everything You Need to Know About Pipeline Coverage

GREGORY KESHIAN | May 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.  It's calculated by dividing your open pipeline by how much quota you have to close.  General rule of thumb is to have 3x to 4x pipeline coverage.  This means you want to have 3 to 4 times more pipeline than quota.

Fast growing companies need to double down on sales coaching and use data to motivate sales reps to be a top performer.

How Fast Growing Companies Create Dynamic Sales Targets

GREGORY KESHIAN | May 15, 2019
For fast growing companies, the business is evolving and growing so quickly that territories, quotas and goals are constantly changing. The solution is to double down on coaching, and use data to challenge sales reps to push themselves to be the best. We work with a lot of fast growing companies, and here's how to set dynamic sales targets that will keep the good times rolling.
Lead conversion cohorts by week

Lead Response Analytics - Digging up Gold

GREGORY KESHIAN | Apr 11, 2019

Sales leaders worldwide use Rekener's Sales Rep Scorecards to get better results from their sales teams.  I'm one of them.

At Rekener, we generate a few dozen inbound leads every week, and they get routed to our sales.  Our sales team follows up with those leads to set demos.  I encourage them to try at least 5 times to call each lead.

How to Calculate Forecast Coverage

GREGORY KESHIAN | Mar 30, 2019

Forecast coverage measures your weighted forecast, relative to your quota for a given period of time.  To measure forecast coverage, you take your forecast for a period, and divide by your quota for that same time period.

For example, if a rep is forecasting $120,000 for Q2 and their quota for Q2 is $125,000, then their forecast coverage is $120,000 / $125,000 = 96%.  This rep is projecting to close 96% of their quota.

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.