Category: Sales Analytics & Leadership
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Avoiding KPI Myopia — When Data Tells the Truth and When Leaders Must Override It
Great sales leaders believe in data.Elite sales leaders know when data lies. KPIs are essential. They bring structure, discipline, and accountability to sales organizations. But when metrics become dogma—when dashboards replace judgment—performance suffers. This is KPI myopia:The inability to see the business clearly because you’re staring too closely at the numbers. Why KPI Myopia Is…
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Meeting Taxonomy — Turning Meetings Into a Revenue System
If meetings are the most important leading indicator in sales, then meeting taxonomy is what makes that indicator usable. Most sales teams track “number of meetings.”Very few track what those meetings actually represent. Without structure, meetings become noise:calendar clutter, inflated activity metrics, and misleading forecasts. With taxonomy, meetings become:signals, stage-gates, coaching inputs, and forecasting evidence.…