Activity tracking is not a management tool, it’s an exercise in babysitting
How does a manager properly measure the effectiveness of his/her sales people?
Most would point to level of productivity. Fair enough. What, exactly, does being "productiveâ€ mean for a sales person?
Does one measure productivity through activity or results?
Most managers measure activity. They equate productivity with demonstrated effort.
The logic here"selling is a numbers gameâ€is that if enough activity is performed, acceptable results will follow.
They then establish effort-based weekly or monthly standards, such as making a minimum number of calls, having a minimum number of appointments, etc., and they monitor the amount of production in these categories.
In theory, this sounds like a good idea, but in practice it does not work very well. You see, selling is a skill, not simply a task.
So, the inherent flaw in measuring activity is that you are measuring work ethic, not ability.