This is Jeb Blunt and it's Money Monday on the Sales Gravy podcast.

Say, make money, money, money, money, money.

Make money, money, money, money, money, money makes the world go round.

I'm not talking around town.

Remy gave me the sound.

Welcome to another edition of Money Monday.

My name is Keith Lubner and I'm filling in for my good friend and our CEO, Jeb Blunt.

Jeb is always delivering insight into all things sales and today is no different.

Except I'm going to take a page from the movies.

Let me ask you something straight up though.

What are you actually

measuring in your sales org right now? And if you're like most sales leaders I work with, and I've

worked with hundreds of them across every industry, your dashboards are full of activity

metrics, calls made, email sent, LinkedIn touches, dials per day per rep. And look, I get it.

Activity is visibility. Activity is easy to track. Activity feels like progress. But here's the

brutal truth. Activity without the right outcome metric is just noise. I've walked into too many

sales floors where the reps are grinding and the leaders are

proud of the numbers, hundreds of calls a week, thousands of emails a month, and yet the pipeline

is thin. The close rates are mediocre and nobody can figure out why. I can tell you why. They're

measuring the wrong leading indicator. There's a concept in business that separates the teams that consistently win from the teams that

consistently wonder why they're not winning.

It's understanding the difference between a lagging indicator and a leading indicator.

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