The number of sales-related metrics and KPIs are limitless. There are countless things that are worth monitoring and measuring, some more valuable than others, depending on your goals, what you sell, and how you sell. There are a few, however,…

What someone else does to succeed has no bearing on what you have to do to succeed.

You might need to make 80 dials to produce the number of appointments that result in the number of opportunities you need to reach your goals. For whatever…

“Sales is a numbers game,” they say. Then they propose that, “if you want better numbers, just make more calls.” And when low activity is the problem, this might be a reasonably good answer.

But most of the numbers that really matter aren’t…