Sales KPI Anti-Pattern Cards

Vanity activity metric A count that rises without proving buyer progress. Calls and emails matter only when tied to conversion or qualification. "Calls are up, so the team is executing." Your line "That is useful effort context; let us pair it with stage conversion to see whether buyers are advancing." Equating effort with effectiveness. It adds a buyer-progress check without dismissing activity. Leading indicator vs lagging outcome Use leading indicators for intervention and lagging outcomes for accountability. Best first question for any KPI? What decision changes if this moves? No decision, no dashboard priority.

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