Stop Measuring Everything: Smarter KPIs for Inside Sales Success

In this episode of Making Sales Social, Brynne Tillman sits down with inside sales consultant, mastermind facilitator, and author Lynn Hidy to unpack what actually drives consistent performance on inside and remote sales teams. Lynn shares the thinking behind her Salesperson Value Calculator and explains why measuring everything is the fastest way to overwhelm reps and derail results. Instead, she breaks down how leaders should separate result factors from effort factors, focus only on metrics reps can control, and build dashboards that drive clarity not noise. The conversation also explores Lynn’s practical coaching framework inspired by the “can’t, won’t, don’t-know-how” model developed by Hannah Rudstrom. Leaders will learn how to identify organizational roadblocks, skill gaps, seat mismatches, and motivation issues before defaulting to more training. If you lead an inside sales team and want fewer vanity metrics, better coaching conversations, and performance systems that truly move the needle, this episode delivers actionable insight you can implement immediately.