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You’re Measuring the Wrong Wins
Activity ≠ Progress
Here’s the trap most sales teams fall into: confusing movement with momentum. Just because reps are busy doesn’t mean they’re productive. Ten calls that go nowhere don’t equal progress. A bloated pipeline full of ghosts isn’t a win. Yet too many managers celebrate “activity” like it’s the same thing as revenue.
Top teams know the difference. They measure progress by meaningful outcomes, not vanity metrics. Did the prospect move closer to a decision? Did the conversation uncover budget, timeline, and urgency? Did the meeting advance the deal or just fill the calendar? Real wins are about advancing deals, not checking boxes.
Activity is easy to fake. Progress isn’t. If you want to build killers, stop rewarding busywork and start rewarding movement that matters.
Action Steps: Measure What Counts
Redefine the Scoreboard – Swap out vanity KPIs (calls, meetings booked) for progress markers (next steps secured, decision makers engaged).
Inspect Pipeline Movement – Ask, “What changed since last week?” If nothing, it’s not progress—it’s stagnation.
Reward Outcomes, Not Effort – Praise reps for advancing deals, not for showing up with a packed calendar.
Kill the Fluff – Delete metrics no one cares about. If it doesn’t tie to revenue, it doesn’t matter.
Teach the Difference – Drill into your team that activity is motion, but progress is movement with purpose.
Sales isn’t about being busy it’s about being effective. Stop measuring noise. Start measuring momentum. Because in the end, the only “activity” that matters is the one that moves the needle.
