Belal Batrawy commented on
I know sellers that make fake dials to look busy...
I know plenty of sellers that do fake dials to phone numbers that never answer to boost their activity.
I know sellers who get points for activities like calls. Even if their pipeline is sufficient and they're ahead of quota, they'll get in trouble and shamed for missing activity points.
I know sellers who show up to work at +8am daily, not because they're eager to work, but because it's important to look busy at your desk. They then spend the morning reading news, on Facebook, or playing games.
Are activity metrics total crap? How do we solve for the prevalent problem in sales?
My take is we need to track the right metrics:
Pipeline Generated by ICP vs TAM
Pipeline Disqualification by Vertical