Here’s a hard truth: if your sales team isn’t hitting numbers, it’s probably not because they aren’t working hard.

It’s because no one’s watching the right numbers.

You can’t coach what you don’t track. You can’t manage what you can’t see.
And in too many businesses, sales activity is a black box.

This is where the second “A” in the Sales Management System comes in: Activity.

Activity Isn’t the Goal—It’s the Signal

Let’s be clear: I’m not interested in tracking activity just to check boxes.
We track to identify patterns. To catch stalls early. To coach with precision.

Here’s what I start with every time:

• Number of dials

• Sales conversations

• Complimentary sessions or demos

• New clients or closed deals

• Revenue booked

From there, we calculate conversion rates between each stage.
That’s where the coaching lives.

No CRM? No Problem (At First)

You don’t need a massive tech stack to start.
I’ve launched full tracking systems using a spreadsheet and a weekly report.

What matters most is consistency and visibility.
If your team isn’t reporting weekly activity—publicly and with accountability—then they’re just guessing.

And guessing is expensive.

Coaching With Data, Not Drama

The moment you start seeing weekly activity and conversion data, everything changes:

• You stop blaming the market.

• Your team stops hiding behind busywork.

• You stop reacting—and start coaching.

The goal isn’t just to make more calls. It’s to make better decisions based on what the numbers are actually telling you.

Next up: We’ll dig into building a sales funnel that fits—simple enough to use, detailed enough to coach.

About Don Vanpool
Don Vanpool is a business coach, private equity operator, and former Fortune 500 executive who helps companies build repeatable systems that drive results. With deep experience in sales leadership, operational excellence, and Co-Active coaching, he equips business owners and sales teams with the tools—and mindset—they need to win consistently.