RR#140 - More vs. Better: The Sales Debate That Matters

When it comes to driving sales growth, most people instinctively reach for the same lever: more activity.

More calls. More emails. More pitches. More hustle.

And to be fair, that works—up to a point. Activity drives results, especially early on when you’re still figuring out what works.

But here’s the thing: it’s not the only way.

There’s a second, often overlooked lever that can be just as, if not more, effective: better activity.

Let’s break this down.

The Case for “More”

Increasing activity is easy to measure. If your team isn’t hitting their numbers, the solution seems simple: just increase the volume.

This is a critical step in any growing sales process. It ensures you have the data, practice, and volume to identify what works.

But it’s also where many sales organizations get stuck.

If the process itself isn’t optimized, all that “more” becomes an expensive and exhausting way to scrape out marginal gains. That’s where better activity comes in.

The Power of “Better”

Optimizing the quality of your sales activities creates leverage.

Imagine two sales teams working the same list of 1,000 leads:

• Team A operates on a standard, unrefined process. They’re making calls, but their scripting is clunky, their rebuttals weak, and follow-ups inconsistent.

• Team B has invested in better scripting, smarter targeting, better salespeople, and clear playbooks for every stage of the process.

Which team will drive more revenue from the same list?

(My AI editor insists I need to clarify this, but I sure hope that’s not the case.)

Better activity not only increases conversions but reduces the effort required to achieve those results. And when your team experiences consistent wins, their engagement and retention skyrocket.

Where to Start

So, how do you shift from “more” to “better”?

Here are three steps to get you started:

1. Audit Your Process:

Break down your current sales funnel. Where are leads slipping through the cracks? Are your scripts, follow-ups, and closing techniques as sharp as they could be?

2. Coach for Impact:

Invest in targeted coaching to improve call quality, objection handling, and overall sales confidence. Your team can only perform as well as they’re trained to.

3. Measure What Matters:

Go beyond activity metrics like calls or emails sent. Focus on conversion rates, sales velocity, and other outcomes that show how well your process is working.

The Bottom Line

Driving sales growth doesn’t have to be a choice between more and better. The best organizations know how to combine the two.

But if you’ve been stuck in a cycle of “more,” now’s the time to zoom out and ask: What would it take to make this process better?

Because a well-oiled sales machine doesn’t just drive growth—it makes growth sustainable.

Your Next Move

What’s one area in your sales process that could use a tune-up?

Reply to this email—I’d love to hear your thoughts and help you strategize your next step.