‘Does Measuring Sales Activity Matter for Top Performing Reps?’ – HubSpot

Adam Hollander says, “A few years ago I was in a senior sales position. In five years I’d never once missed my number. Management generally left me alone to ‘do my thing’ — I didn’t have to deal with with pipeline reviews or regular measurement of activity. They trusted me to get the job done on my own terms.

Even though I was doing very well, the majority of the other reps on my team were not; only six of 28 had reached their quota the previous year. So a decision was made to bring in a new Sales VP”.

Does Measuring Sales Activity Matter for Top Performing Reps?

HubSpot