There is a difference between constructing a sale and performing a sales call.
There is a difference between working to get a result and working to hit a KPI.
There is a difference between inputs (activity) and outputs (results).
There is a difference between working with expectancy and working to complete a task.
As a business leader; Is your management dashboard focussed on inputs vs outputs and as a result, does your sales force focus on KPIs versus results?
As a sales professional; do you execute the sales process flawlessly but forget to actually sell?
Don’t focus on the wrong end of the telescope.
Construct a sale.
Step away from the process.
Make the KPIs irrelevant
Expect people to buy from you.
Work to get the result. You don’t get paid for effort.