One of the reasons I am writing down these thoughts is so that people that have more information than I can correct me when I am wrong. Hopefully I will then learn.
When I was at my last company, we did some of this work by applying statistical methods to find out which activities that sales reps engaged in correlated to revenue outcomes most consistently. It was really interesting in that the traditional measure (pipeline created and stage movement) weren't as accurate predictors of success as others, like opportunities created (count, not dollar) and deals worked per day.
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