Activity tracking vs. results: how do you spot why a pipeline is failing early?
We recently missed our quarterly revenue target, and leadership immediately focused on closing rates. But looking back, I feel like the warning signs were in our activity levels weeks earlier. The problem is, I didn’t know what patterns to look for at the time. For those who’ve dealt with pipeline slowdowns, how do you use activity tracking to catch problems before revenue drops?
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From my experience, results are always the last thing to change. The real signals show up in daily behaviors first — fewer meaningful calls, slower follow-ups, or stalled deal movement. I found some useful insights in this article: https://www.teamgate.com/blog/boosting-sales-teams-responsibility-through-better-activity-tracking/. It highlights how consistent tracking of the right activities gives early indicators of trouble. After we started reviewing weekly action metrics instead of just monthly revenue, we were able to step in much earlier and coach effectively.