Your SAs are busy. So why is the forecast stalling?

Your SAs are busy. So why is the forecast stalling?

Activity metrics lie. Output metrics manage the business.

Tracking demos given, response time, and hours logged tells you how busy your SAs are. It tells you nothing about whether they are moving deals forward, influencing pipeline, or driving the expansion revenue your company is counting on.

The SA Metrics and Performance Management Framework is built around six output metrics: Technical Win Rate, Deal Velocity, Multi-Threading Score, SA-Influenced NARR, NRR Delta, and Influenced ARR per SA Headcount. These are not vanity metrics. They are the numbers that tell you which territories are stalling, which SAs are driving outsized impact, and exactly what the business case is for the next hire.

What is inside

  • The 6 Core SA Output Metrics with definitions and measurement guidance
  • Technical Win Rate tracking methodology
  • Deal Velocity and Multi-Threading Score frameworks
  • SA-Influenced NARR and NRR Delta measurement model
  • Influenced ARR per SA Headcount calculator
  • Excel dashboard template pre-built for team and individual views
  • Salesforce configuration guide
  • Headcount justification model for finance conversations
  • Performance review structure tied to output metrics

    • Built for the VP who runs the business with numbers

    Built for VP of Presales, Director of Solutions Architecture, and SA managers at high-growth SaaS companies. Especially relevant for teams transitioning from PLG to enterprise motion, where SA productivity and capacity planning become critical to scaling without over-hiring.

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