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

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.

Salesforce cross object reporting by sales rep

Salesforce Cross-Object Reporting by Sales Rep

GREGORY KESHIAN | Oct 05, 2018

Cross-object reporting is one of the things that Salesforce is just not designed to do.  It frustrates sales leaders, sales ops people, and anyone else that’s looking to build meaningful reports to assess sales performance.  This post talks about what cross-object reporting is, and how you can make it happen.

leading indicators for sales managers to track

Leading Indicators for Sales Managers to Track

GREGORY KESHIAN | Sep 20, 2018

I frequently get asked by customers about leading performance indicators for sales reps.  The thing they want to know is: "how do I know if I'm on track to hit targets before it's too late?"  

Great question, glad you asked.

Here are four KPIs that you can use to track your reps, your team and your company.  These early indicators will give you a heads up that something is off the rails before it's too late to course-correct.

How to Calculate Opportunity Push Rate

GREGORY KESHIAN | Sep 18, 2018

Opportunity push rate measures the percentage of your opportunities that are set to close in a period that end up pushing out to the next period.  To calculate push rate, you first measure the number of opportunities that are open, and set to close in a timeframe as of the beginning of that timeframe.  Then, once the timeframe is over, you track how many of those are still open but set to close in a later period.