Our sales team is hitting their outreach and meeting metrics, but our close rate is plummeting because they are booking unqualified discovery calls just to hit their numbers. How do we design a paired metric that stops this behavior immediately?

Question

Tyler Smith · Accepted Answer

When your sales reps are booking unqualified discovery calls just to hit their weekly activity targets, they are gaming the system to make their individual scorecards look green while wasting your team time and lowering your close rates. This happens when you measure activity in a vacuum without tying it to quality.

To stop this behavior immediately, you must design a paired counter metric that balances quantity with quality.

If your primary sales metric is the number of discovery calls booked, the paired metric must be the percentage of those discovery calls that successfully convert to qualified sales opportunities. A qualified opportunity means the prospect meets your ideal client profile and has a defined budget and timeline.

If a sales rep books ten discovery calls but only one converts to a qualified opportunity, their conversion metric will go deep red. This immediately flags their activity as low quality during your weekly Level 10 Meeting.

This paired structure forces the rep to self correct. They will stop chasing cold, unqualified leads and start focusing their outreach on high value prospects who actually fit your V/TO profile.

As a Professional EOS Implementer, I help leadership teams design scorecards where every volume metric has a matching quality gate. This ensures your team is incentivized to drive real, high margin growth rather than just inflating their activity logs to pass inspection.