Most organizations track metrics that look good but don't trigger action. Every KPI needs a clear response: when it shifts, your team should know exactly what to do. If a metric can't answer that, stop tracking it at the decision-maker level.
Track everything, you track nothing, right? I mean, so— It's all theater. They look good. It looks good, but they're all like, so what, tell me if this goes from green to yellow to red, what are you going to change in your business? That's the secret question. Every KPI you're tracking. So when this number moves, what are you going to do to make a change? And if they can't answer that, you shouldn't be, don't track it. Like, let other people in the organization track it. Maybe if they can answer that question. And then the other side, there are obviously people not tracking enough. And from, I'd say the biggest issues I see on the go-to-market side are the sales teams not tracking enough detail in a sales process.
