Vern H.

Raj - You are on the right track. Activity KPI's only enforce one thing - Activity. On top of messaging related to the prospect/business/industry it's important to know if there are buying signals. Too many leaders believe meeting a KPI should bring in positive results and blame the skill of the rep if deals aren't pushed through. A rep can get a list of contacts and meet "activity" KPI, yet not push a single deal through. They get coaching and put on a PIP for not bringing in revenue. Yet, the contacts are not properly vetted. If you can crack that cycle you will have great success.