We’re at the midpoint in the year—half-time. If your sales numbers aren’t where you need them to be, now is the moment for course correction. But here’s the real problem: too many sales leaders are flying blind.

Why? Because they only measure financial outcomes. Revenue. Margin. Turnover. All important—but none of these tell you how the results were actually achieved.

When you only measure the end result, you’re left guessing about which sales activities moved the needle. You can’t see what’s working, what’s missing, or what needs to change. That’s a dangerous place to be when time is short and the pressure’s on.

Let’s lift the veil.

---

The Hidden Link Between Sales Activities and Results

Think back to your planning process—did your strategy clearly connect results with specific sales objectives? And did those objectives cascade into weekly sales activities that are actually being tracked?

In my previous blog, I outlined the five critical gaps I see time and again in sales plans:

1. No customer involvement
2. Plans not treated as live documents
3. No defined sales objectives
4. No clarity on weekly sales activities
5. No metrics to track those activities

Most companies jump from strategy straight to financial goals, skipping the essential middle: the sales activity layer. This is the engine room of revenue—and yet, it’s often invisible.

---

This Is Where the Power Lies

When you start measuring key sales activities—at both the team and individual level—you create clarity. You can finally answer questions like:

• Are we having enough first meetings with the right profiles?
• Are proposals going out fast enough?
• Are we following up in a consistent and value-led way?
• Are we maintaining momentum in the middle of the pipeline?

Now, instead of hoping, you’re leading. You’re able to course-correct in real time. You can shift focus, adjust messaging, coach more effectively, and create lift before it’s too late.

---

Everything’s Still to Play For

There are still five months left in the year. With the right insight and adjustments, there’s plenty of time to hit your targets—and even outperform.

But it starts by making the invisible visible.

If you want to rapidly improve your sales process and outcomes, let’s talk. I work directly with CEOs and Sales Directors to implement practical, measurable improvements—whether that’s building a one-page plan that connects strategy to daily action, or coaching your team to raise the bar on skill and consistency.

📩 Drop me a line and let’s discuss some pragmatic moves to realign your sales activities and finish the year strong.