Activity does not equal Achievement

How many still track daily KPIS vs actual production??? Heard this one liner in sales QBR and made me think. I still track activity and measure it, but also use an average based on actual pipe performance as well.

👑 Sales Strategy

📞 Cold Calling

🧢 Sales Management

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Ryscott0317

Politicker

Cloud Specialist

Tracking activity is useful if someone isn’t selling much so you can reverse engineer it and find the issue.

I don’t track mine these days because my company has no resources to do so.

Coffeesforclosers

Notable Contributor

Director Sales and Market Development

Been there, I'm thrilled to have all the data at my fingertips but there are stories behind the data too. Gotta knkw both

LordBusiness

Politicker

Chief Revenue Officer

Activity is always relevant, most sales leaders focus too much on it, but this idea that “only results, not inputs” matter in sales is flawed. Track everything and anything you can, analyze data and execute based on that data.

Coffeesforclosers

Notable Contributor

Director Sales and Market Development

Data makes decisions.

PragmaticMoron

Personal Narrative

CEO

Activity is crucial if you're starting someone in a long sales-cycle process. Our average sales cycle is 18 months. Gotta pound that pavement to build up connections before production starts flowing. But once production starts flowing nah - toss those call sheets out the window

Coffeesforclosers

Notable Contributor

Director Sales and Market Development

solid strategy here. Those long sales cycles are brutal and activity pre pipe is constant and spreads out later in stages

bigpicturemaverickstuff

Good Citizen

Senior Manager, Sales Development

Activity is the leading indicator of future performance.

Coffeesforclosers

Notable Contributor

Director Sales and Market Development

true true, a necessary evil and needed for sure

cw95

Politicker

Head of SDR

My manager still tracks activity thinking 'More calls more calls' and when you get work done another way, lets say via email or Linkedin, he states to the company that the business won is from the call rates - doesn't actually go into the data. As people have said, it's useful for when things aren't exactly going to plan so you can get a better understanding but at the same time you can create fake assumptions based on that data.

Blackwargreymon

Politicker

MDR

Activity is always relevant, most sales leaders focus too much on it, but this idea that “only results, not inputs” matter in sales is flawed.