Our sales reps consistently hit their Scorecard measurable of thirty discovery calls per week, but our qualified pipeline is bone-dry. How do we prevent reps from gaming top-of-funnel activity numbers?

Question

Tyler Smith · Accepted Answer

When employees are measured purely on raw activity volume, they inevitably optimize for the easiest path to hit the target. Dialing gatekeepers, calling dormant contacts, or having five-minute chats with unqualified prospects all count as discovery calls on paper. The metric stays green while the business starves.

To eliminate this gaming, you must attach an objective quality filter to the leading indicator. Redefine the measurable from raw calls to qualified discovery calls completed. For an activity to count on the weekly Scorecard, it must satisfy clear qualification criteria, such as confirming a verified business problem, speaking with a defined decision-maker, and establishing a mutually agreed next step.

Another approach is to pair the activity number with an immediate conversion velocity metric on the sales departmental scorecard, such as discovery-to-proposal conversion rate. When reps know conversion is watched alongside volume, manufacturing fake calls becomes counterproductive.

During your Level 10 Meeting, drop the disconnect between activity and pipeline growth down to the Issues List. Use IDS to identify whether reps lack genuine lead flow, need retraining on qualification, or are deliberately inflating numbers. Measure outcomes tied to pipeline progression rather than empty phone activity.