What are some KPIs that you find over-hyped and/or unimportant?

By far the most over-hyped KPI is total pipeline created. This is certainly a key metric to track week over week as a health check, but it provides little insight into wh...

There are plenty of KPIs which are not relevant if not used in the right context. Ultimately, revenue is the most important KPIs in sales. You can look at plenty of activ...

Sheer “number of activities” (calls/emails) completed is one of the most over-hyped metrics. While it is easy to measure with modern tracking tools, I find it incentivize...

Some KPIs that are over-hyped and unimportant is Talk time. Did you hit your number? Are you asking great questions? Are you pushing yourself outside of your comfort zone...

KPIs can be over-hyped when they solely focus on action and lack direction. E.g. “make 100 dials” can result in sellers sacrificing quality for quantity, or in the case ...

A challenging question and probably different across organizations. The one that I always find a challenge is the expected volume of outreach emails sent per week. This n...