Are You Focused on the Wrong Things? How focusing on metrics and activities leads to bad conclusions AND takes the fun out of selling.

Episode notes

Many sales leaders spend countless hours tracking calls, proposals, meetings, pipeline movement, and CRM activity. But what if that focus is actually limiting sales performance instead of improving it? Follow the audio podcast and watch OR listen wherever you are: In this episode of Sales [UN]Training , Kelly Riggs challenges one of the most common assumptions in sales management: that more activity automatically leads to better results. Drawing inspiration from a youth baseball coaching story and lessons popularized by Moneyball, Kelly explores the difference between managing outcomes and managing the inputs that actually influence those outcomes. You'll hear why an obsession with metrics can create unnecessary pressure, anxiety, and disengagement among sales teams. Kelly explains how sales managers often make the mistake of looking at historical numbers and trying to force future performance through activity mandates, only to discover that more calls, more proposals, and more presentations don't necessarily create more sales. Instead, Kelly makes the case for focusing on what sales leaders can truly influence.

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