I kept the statistics for my high school’s football team.
After each game, I shared the numbers with local sportswriters, who were always impressed with the number of rushing and passing yards we accumulated.
We were state champions, but those box scores didn’t include the ground we lost due to penalties.
“When you synthesize data at a high level, you risk creating metrics I call ‘watermelons,’ numbers that are green at a glance, but under the surface are red,” says Robert Wahbe, co-founder and CEO of Highspot.
“Watermelons hide underlying execution issues – and if left on the vine for too long, they can rot your business from the inside out.”
In this TC+ article, Wahbe explains why “traditional sales performance analytics are funnel-centric,” which often masks suboptimal performance on an individual basis.
“U...
