Management by accountability isn’t just for the sales team. From customer success to product management, being able to measure output and impact on the bottom line has never been more necessary.
Defining KPIs can be easy, but tracking and measuring against those KPIs can be more challenging. The Chief Product Officer of a Fortune 50 company recently expressed her frustration with not being able to measure against a defined goal. Here’s her story:
As a global company, product managers are tasked with creating products that support a wide range of customers. This company’s customers range in size (employees and revenue), industries and regions. Since no two customers are the same, it is important product managers create products that can help all customers, not just a handful.
The product team had been creating new products with zero customer feedback, leading to poor sales and unhappy customers.
As a result, the Chief Product Officer set an expectation that product managers, at a minimum, meet with one customer once per month. However, she quickly learned that being able to track and hold her team accountable was not a simple CRM report.
By using People.ai, the Chief Product Officer is able to create goals for her product managers. Since People.ai automatically logs emails, phone calls and calendar entries, the Chief Product Officer can clearly see who has exceeded, met and missed the mark.
People.ai sends automated reminders those who are fall behind their goal and actively praises those who’ve met and exceed their goal.
Gone are the days of managing this KPI via an excel spreadsheet or random field in Salesforce. Product managers love the hands-free approach and the Chief Product Officer loves knowing products are being created based on customer’s needs.