#112 - MSP Sales Activity Tracking - You Can't Coach a Quota | BMK VISION ROUNDTABLE

Every MSP owner who hires a salesperson eventually hears some version of the same complaint: I hired you to sell, so let me sell. This roundtable puts that argument under real pressure. Josh Peterson and Gary Boyle open an unprompted email from a sales manager titled "Your Activity Tracking Obsession Is Killing My Soul," and use it to separate two questions owners usually collapse into one. Is activity tracking worth doing, and has anyone actually built a quota worth tracking against? Josh makes the case that data is what makes coaching and firing decisions possible at all. Gary agrees, then argues that most owners bolt tracking onto a quota they never designed, and that paying a setter only for appointments quietly buys the wrong behavior. Josh gives ground on a position he has held for years. ---------- What We Cover in This Episode - Diagnose why a quota you've never enforced isn't a standard - Separate leading indicators from the trailing revenue number - Rebuild the SDR day into hours that map to the quota - Set outreach and appointment targets for the first 60 days - Decide how long a new sales hire actually gets - Structure appointment pay so ICP qualification matters - Spot the incentive that quietly buys the wrong behavior - Connect a rep's daily work to the company outcome Plus: why this conversation needed a companion episode on the full sales-rep role. ---------- Host & Co-Host Links Josh Peterson: https://www.linkedin.com/in/joshdpeterson/ Gary Boyle: https://www.linkedin.com/in/garyboyle/ Company: https://beringmckinley.com ---------- Subscribe & Follow BMK Vision YouTube (Video Podcast): https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1 Learn More About the Vision Platform: https://beringmckinley.com/vision Apply to Be a Guest: https://beringmckinley.com/blog#speaker-form ---------- SEO Keywords - MSP sales activity tracking - MSP sales time tracking - SDR compensation - Sales quota design - Leading indicators - ICP qualification - MSP sales management - BMK Vision Podcast ---------- Credits Host: Josh Peterson Co-Host: Gary Boyle Producer: Bering McKinley Episode: #112 - MSP Sales Activity Tracking - You Can't Coach a Quota