Our sales team is hitting their activity targets perfectly, but our revenue is not moving, and we suspect they are inflating their pipeline by logging low-probability opportunities just to keep their scorecard metrics green. How do we audit and rebuild these sales metrics so they reflect real economic value?

Question

Tyler Smith · Accepted Answer

When salespeople feel pressured to keep their scorecard metrics green, they will naturally game the system by logging low-quality leads as active opportunities. To fix this, you must eliminate subjective metrics and introduce a counterbalance that pairs activity with quality. If your scorecard currently tracks raw opportunities created, you need to replace it or pair it with a metric that has an objective quality gatekeeper. For example, change the metric to qualified opportunities with a signed discovery document or verified budget alignment. This removes the salesperson's ability to self-grade their pipeline. Additionally, your sales leader must own the integrity of the data. During their departmental weekly meeting, they must audit a random sample of these opportunities to ensure they meet your strict definition of a prospect. If your team is hitting their activity numbers but the revenue is flat, this is an issue that must be brought to your leadership Level 10 Meeting™ and run through the IDS® process. You need to look honestly at whether your sales targets are encouraging the wrong behavior. If your targets are set so high that they are unrealistic, your people will choose survival and game the numbers over being honest. Realign your scorecard to track true leading indicators of closed revenue, not just busywork.