The War Room
Question
Post

Do you fake dials to satisfy call/activity metrics?

๐Ÿ”Ž Prospecting
๐Ÿ“ž Cold Calling
โ˜๏ธ Software Tech
54
Lumbergh
Politicker
+3
Sr Account Exec
Should have been a poll, and if people were answering honestly it'd be 100% yes
goose
Politicker
+11
Sales Executive
99%
RealPatrickBateman
Politicker
+7
Amateur Butcher
Great Idea, putting up a pole now!
paddy
WR Officer
+10
Account Executive
I have before. Companies that have these dumb activity metrics are really the culprits in promoting it
thegrinch
Politicker
+7
SDR
Completely agree. It's time to implement efficiency metrics!! I was once well above quota and the rest of the pack, yet one day my manager signed me off work during the middle of the day because I had 0 activity metrics.ย 
ExtremeVibeChecker44
Praised Answer
+2
Inside Sales
It's a big boomer mentality
Jake
Senior Account Executive
I have. In my current position I don't BS though. I am the top sales person and lead by example. I do the amount of work required to be successful sometimes that means I leave at noon and sometimes that means I stay until midnight. What it doesn't mean is KPI bullshit.
SalesPharaoh
Politicker
+8
AM BDR
yeap I see a lot practice this on purpose to prove a point
goose
Politicker
+11
Sales Executive
What's the point? ย They don't like money?
SalesPharaoh
Politicker
+8
AM BDR
The point you make if your KPis is based on volume not converion is that you can make plenty of fake dials and non will be the wiser. So they want to prove to mangement that they should work smart not hard.
Show 4 more replies
Ryscott0317
Politicker
+7
Territory Manager
In some jobs yes (especially if the number they ask you to reach is unreasonable), but thank god they donโ€™t measure metrics at my current job.
DadFather
Politicker
+5
Enterprise Account Executive
oh man, i remember having to get dials on a summer friday. 100% called company directories to get quick dials without having to worry about people picking up
kelun8
Politicker
+4
AE
Sadly yes. Dials were a huge metric, even if they were empty. It's unfortunate that that is tracked instead of the connected calls or amount of talk time. 100 dials means nothing if no one picks up, but managers look at that more than 20 dials but 4 connects for example
St
SteveT
Good Citizen
Regional Manager
I am going to make a solid guess that most people that work in sales have done this at some point in there career or another.ย ย 
wahmsales
WR Officer
+10
SDR
I have at an old job. I don't now because they don't care too much about call volume as long as I keep booking demos.
cw95
Politicker
+6
Pricing Executive
Totally. Time and Time again I used to defend myself saying 'I could ring 30 random people and not get anywhere, but If I actually researched a good company etc I will get more meetings with less volume' I Proved it time and time again but unfortunately some sales managers just still think more calls equals more meetings...
OMG_It_has_a_watermark
Good Citizen
Head of Sales
Here's the thing, if you're hitting quota, I don't care if you're activity isn't "satisfying activity metrics". Your activity metrics are derived from some industry benchmark that says 'X amount of dials=X amount of booked calls'. But if you can hit quota doing 1/2 the activity - IDC.ย 

I found out one of my SDRs was faking calls just so they would show up on activity reports, but they weren't hitting quota. Granted, I was pretty pissed - but they owned up to it and started producing results once they stopped falsifying their activity.ย 

The moral of the story, if you're hitting quota and your sales manager is doing the "activity thing", tell them what you're spending your time on that is more important to ensure you're hitting goal. If you're not hitting goal... start dialing my friend.ย 
goose
Politicker
+11
Sales Executive
I was with ya until the "start dialing my friend" part. ย 
OMG_It_has_a_watermark
Good Citizen
Head of Sales
If you're not hitting quota, and you're not hitting activity goals... there might be a correlation.ย 
GetAHobby
Arsonist
+8
RVP Sales
Its been about 15 yrs since I had a call metrics but for sure padded the stats. We use to have a list of dead numbers that we could roll through and then to hit talk time we would always call airlines, or the IRS, they had the longest hold times.ย 
SaaSsy
Politicker
+3
Sales Executive
I have before but not now. I think leadership is starting to realize that these metrics don't necessarily = performance.
Ch
ChunkyButters
Politicker
+5
AE
No. Results are what matters. If you're hitting opp and meeting targets, a good manager wouldn't care if you're 20%, 50%, 120% of dials. If you aren't you need to hit your metrics because that's what the data is saying is required for the other KPIs.

If I can open 5 qualified opps off of 40 calls and the rep next to me needs 150 calls to hit 5 opps, who is more efficient?
funcoupons
WR Officer
+11
up in Fiji, under paddy
I have before, but my company isn't strict on metrics so I don't often see a need.
JuicyKlay
Politicker
+9
AM
depends on how good our prospect data is. If marketing gives us a bunch of wrong numbers, I'm still counting those as dials.
Chep
WR Officer
+10
Business Development Team Lead
Not anymore. Starting to realize KPIs don't mean too much without results
softwaresails
Politicker
+4
Sales Manager
KPIs should be set up so they lead to the result that every organization is looking for... more sales.ย 

If your KPIs don't tie back to getting more deals then your KPIs are setup incorrectly and the number of dials that you are being asked to make is just there to waste time.

However, if your KPIs are setup as they should and lead to more deals then faking calls isn't helping you get to your KPIs it's actually hurting your sales process because you'll have less demos which lead to less closing conversations which leads to less sales.

I've never understood why someone would fake calls. But I guess if the KPIs are setup to fail from the beginning then maybe it makes sense.
countingmyinterest
Politicker
+4
Account Executive
As a BDR, yes
qw
qwerty1234
SMB AE
In the past, very much so, but it has toned down a lot in the last year. Our SMB org was heavily focused on calls more than emails before they realized that natural customer growth provided at least 50% of our revenue. Land and expand babyyyy
swizard
Celebrated Contributor
+9
Sales Evangelist
Funnily enough, never done that.
1nbatopshotfan
Politicker
+5
Senior Director, Enterprise Technology
I have numbers memorized from my first sales job out of college. Stayed there for 9 years and used a pack of 30 numbers daily. Had to make 100 calls a day no matter what.ย 
itsbusinesstime
Catalyst
+4
Business Development Manager
Forgot my password to the CRM
goose
Politicker
+11
Sales Executive
How do you fake dials? ย Dial wrong numbers? ย Call movie phone?
thegrinch
Politicker
+7
SDR
You can call the same person that didn't pick up like 5 times in a row
goose
Politicker
+11
Sales Executive
I can't see anyone pulling a report and missing this. ย IT departments today can read email, slack and gain all sorts of data from phone systems. ย Unless you are dialing from a personal cell phone you aren't fooling anyone.
Show 7 more replies
goose
Politicker
+11
Sales Executive
Never did it; never will.
HappyGilmore
Politicker
+7
Account Executive
I have before, then again making 100+ cold calls for my first job a day was sort of absurd
Smithy
Politicker
+4
Director of Sales
I did it when I was junior and the activity KPIs were unrealistic, but that was on the company.ย 
sugardaddy
Politicker
+7
Sales Manager
yes, yes, yes!
Rigeyyy
Opinionated
+1
Account Executive
Nah, I just tell my manager if my numbers are low in that metric that they are at least real lolย 
Biznasty
Opinionated
+5
Lead Business Development Manager
It depends on if the system can be measured because usually they can. Iโ€™ve seen lots of people get fired for this when if they would have been open about what was preventing the volume they would have been employed.ย 
ChiefGreef45
Catalyst
+5
Account Executive
I've done it before. My old manager would set hour call blitzes in the afternoon (not a good time to start IMO). He would have everyone crank up their standing desks and start making calls.ย  It couldn't be more obvious people made fake dials and calling 5 different lines at once to make sure you had the minutes. It was the a quiet place on the floor every afternoon. The best part is the manager did nothing about it.ย ย 

Find a place that understands that quality beats out quantity to help execute on more deals
5
BDR's/SDR's who are making >50 Dials a day, where are you sourcing your lead lists?
Question
7
10
I don't give my sales staff daily call targets or KPIs. Should I?
Question
11
KPIs
+55
Mikey , ย  chinch32 , ย  TheRealPezDog ย  and 55 people voted
*Voting in this poll no longer yields commission.
10
Metrics?
Question
13
what are the metrics youโ€™re held to?
Bu li
+112
StraightCashHomey , ย  BusterMcDialRipper , ย  linkedinconnectmaster ย  and 112 people voted
*Voting in this poll no longer yields commission.