Core Framework
⚠️
Measurement Trap
Optimizing for activity metrics that feel productive while missing outcomes that create value
⚠️ The Trap
MQLs, SQLs, pipeline velocity, conversion rates—you track everything your systems can measure. Yet your best opportunities often develop outside these metrics. Your highest-value relationships don't fit your scoring models. When measurement drives behavior instead of revealing value, both optimization and innovation suffer.
Key Symptoms
- ⚠️ Clear activity metrics, unclear outcome understanding
- ⚠️ Teams optimizing for metrics rather than results
- ⚠️ Dashboard obsession while actual performance stagnates
- ⚠️ Reporting burden consuming time that could create value
- ⚠️ Celebrating vanity metrics while missing meaningful progress
Feeling stuck in the Measurement Trap?
You're not alone. Name it. Document it. Break free by creating your own Value Path.
✓ The Value-First Alternative
Measure collective impact rather than departmental attribution. Apply consistent evidence standards. Create space for valuable activities that resist precise measurement.