Ep.92 - Most sales teams think they know what success looks like. They track quota, revenue, and activity metrics like calls made and proposals sent. But are they actually tracking what drives sales? In this episode, Alex Winter sits down with Tom DiScipio, Managing Partner and Client Advisor at IMPACT, to break down the three key areas sales teams should be tracking for real success. Tom shares why most businesses focus on the wrong numbers, how to predict success before it happens, and why fewer, more meaningful metrics can transform your sales performance.

Highlights Include:

- Why quota is a lagging indicator and why that’s a problem.

- The three key areas sales teams should focus on instead.

- How to use leading indicators to course-correct before it’s too late.

- Why tracking performance (not just activity) leads to more closed deals.

- How role-playing and coaching create higher-performing sales teams.

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