Was talking to a sales savage friend of mine on the links this weekend and he mentioned to me his first 80 dials are typically all to shit leads because he has to make at least 100 calls every day. He mentioned once he hits 80 calls that's when he starts to make his legit dials and this got me thinking.
At my current company our KPIs are 60 dials a day which I think is much more reasonable, but even that gives me issues sometimes. Once I've been on a project for some time and can fill up my cadence the 60 dials becomes much more manageable, but since emails and LinkedIn don't factor into the KPIs it's hard to spend time on quality personalized outreach. I have had some days where I know I'm doing legit things to generate business, but it sucks knowing any email or LinkedIn messages aren't factoring into the salesforce dashboard.
So I guess my question to the War Room is have any sales leaders who set KPIs ever lowered them and seen increased success? I will mention my company is pretty laidback and if you're doing your job and scheduling meetings that 60 calls a day KPI is not as important, but if you aren't scheduling it's a bad look if you aren't hitting 60 calls. I'm sure most sales organizations are that way (The best reps get lots of freedom) but I do wonder if reps would spend more time on quality outreach rather than mindlessly ripping if they had their KPIs lowered.
P.S this is my favorite meme template