We goal because we want to win, but when you get granular with your goals, you can improve the quality and efficiency of your team's behavior.

Start quickly and iterate. Getting metrically excellent isn't a one-off effort. It's more of an ongoing process where each successive step builds on the one before it, and looping back to refine over time.

A big step that sales orgs miss when instrumenting rep performance is actually setting goals for metrics that have been selected. Goal setting is an iterative process, but you have to start.