Friday sales memo

Why we shouldn’t measure activity as a North Star metric

Number dials, number of emails sent, cadence completion, pick-up rate. Here I explain why we should avoid using activity metrics like these as a North Star. 

Instead, why don’t we look at things like how my stakeholders’ reps have multi-threaded, how many people they are speaking to in the account and so on? These are better indicators of an interaction of quality. Watch the full clip now. 👉