2. Outcomes over activities. 

Sales is just a career that is performance-based results matter. Sales leaders often make the mistake of focusing sales teams on activity rather than outcomes. For example, focus on meetings booked and deals closed rather than the number of calls made and emails sent.

One salesperson could make 300 calls, send 600 emails and not book a deal that is single while another salesperson might make three calls, send six emails and book two new meetings and a million dollars in start up business. 

When activity overshadows outcomes, it distances the group’s performance from results and creates silos and incentivizes finger-pointing. Having said that, focusing on outcomes, drives better alignment, team collaboration (sales, marketing, product, customer success), and can deliver results that are real160;