01
Start with participation
If reps are not participating, deeper performance metrics will be harder to interpret. Start by checking who is active and who has dropped off.
02
Compare activity quality
Look beyond raw activity volume. Compare whether the scored behavior is creating better follow-up, pipeline movement, or manager coaching opportunities.
03
Tune the next campaign
Use trend changes to decide which rules to keep, simplify, increase, or retire. The first campaign should teach you how the team responds.