Hi
I lead the CSM Team and upsells have been happening organically and often quite slowly up until now, with no real targets set apart from an overall team target re ARR growth.
We are currently trying to create a more systematic approach so we can add more predictability and forecast upsells accurately. Does anyone have recommendations around this that I could use as a starting point?
The sales organisation has targets around number of opportunities created, generated pipeline and pipeline size. In CS we are revenue generators as well of course but I'm unsure as to whether it makes sense to create targets for the number of upsell opportunities created, pipeline created etc. Is this common in CS? I would love to hear thoughts and examples re what has worked for this community :)
Thanks!
Daniele