KPI sprzedaży w 2026: Dlaczego mierzenie aktywności zamiast zamiaru zabija marże

Measuring activity instead of intent kills B2B sales margins by rewarding inefficient, high-volume "spray and pray" tactics. This approach burns through resources, destroys your domain reputation, and alienates potential customers with irrelevant outreach. The result is a sky-high Customer Acquisition Cost (CAC) for a trickle of low-quality, disengaged leads, fundamentally eroding profitability.

If you walk into a traditional B2B sales floor, you will likely see a dashboard on a massive TV scre...