Stop Measuring Calls Per Day

Perhaps the most classic sales manager question, to another, is “How many calls a day do your people make?”

Back when you couldn’t measure anything else easily, this was useful. But compared to measuring:
– “Call connects” per day (conversations with prospects)
– Scheduled appointments set per day
– Quotes or new opportunities per week
– $ of pipeline generated per week

…or other ‘results’ metrics that are leading indicators to revenue, calls per day just isn’t useful, and actually can be hurtful as a distraction from more relevant progress metrics.