Built a pipeline hygiene dashboard last Friday and my top leading indicator is now “calendar invite sent” because reps only update stages when I book the review; the model thinks invites drive an 18% higher win rate. Is anyone else inadvertently optimizing for Outlook, or do I relabel it “operational efficiency” and move on?
I swapped our KPI from “calendar invite sent” to “invite accepted within 24h” and auto-created the invite from the opp in Salesforce via Calendly, which kept the about 18% lift but killed the Outlook-optimization. Do you have accepted/attendee count on that pipeline hygiene dashboard from Friday, or can you proxy it with “meeting held within 5 days”?
Quick example: we ditched “calendar invite sent” and tracked “agenda link opened” from the invite (Chili Piper drops a unique link), which kept the about 18% lift and cut the stage-update gaming; small caveat — Teams-heavy accounts click less, so we also count a simple “see you then” reply. Curious if your Friday dashboard can pull link-clicks from Outlook, otherwise a redirect like https://bit.ly/ will log it.