Increasing the velocity and volume of any bad process is known to be detrimental to progress. But, some feel that by doing so, a sales rep may get lucky and find a smart and "ready/qualified" buyer.
Our customers tell us that monitoring sales activity is not always the smart way. For example, take into consideration your average "cost per call" to make a face-to-face visit. Time, money, transportation, lodging, meals, tolls, tips.... these all add up. So making more of these calls to find a buyer is costly and unnecessary.
Finding the correct metrics to monitor and measure is key. Without a system that supports full transparency and traceability of sales rep/team behaviors forces sales managers to look at what they do have available such as call and expense reports. Bottom line... examine your current CRM or systems of record (often a speadsheet on someone's personal laptop) and if you can not recreate a sequence of events for a great sales campaign so that others may benefit from "the best", you could be focusing on the wrong things, wasting money and losing opportunities.
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