Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
Why Sales Teams Chase Vanity Metrics Instead of Revenue
Most sales teams are drowning in data but starving for insights. In this episode, we look at why tracking activity volume like call counts and meetings booked often leads to lower closing rates than focusing on outcome-based metrics. We explore the hidden cost of vanity metrics, using a real-world case from a mid-market SaaS company that shifted its quota structure from activity-based to value-based, resulting in a significant lift in average deal size. Lucas and Luna break down how to identify which metrics actually predict revenue, why your best reps might be ignoring the CRM, and how to…
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