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What's one metric most sales teams track that you think is overrated and what should they track instead?

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2 Answers
Sales Operations
  1. Tyler Will
    Tyler Will

    Intercom VP, Revenue Operations | Formerly LinkedIn • Jun 25

    I can't think of a metric I would say is overrated right now. I think where teams run into problems is mostly around inconsistencies in reporting, or a lack of a holistic view of the business performance. I have a bit of this challenge now where I have all the dashboards and access to data via Claude that I could ever want, but I have to do a ton of work just to get started. A really clear place to see the 10-15 essential metrics / trends quickly so I can see if there are headline level problems ...Read More

    344 Views
  2. Mollie Bodensteiner
    Mollie Bodensteiner

    Engine SVP of Operations | Formerly Engine, Sound, Deel, Marketo, Syncari • 1mo

    Activity metrics. Calls made, emails sent, sequences enrolled. All of it. 

    It measures motion, not momentum. What I actually want to know: what's the quality-to-pipeline conversion rate on rep-sourced opportunities, and how does it trend by segment? That tells me whether a rep is working the right accounts the right way, not just whether they showed up to the keyboard.

    Activity is directional (still worth measuring) but do not stop with just the volume. 
    367 Views

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