Sonal, that’s the fundamental difference with this approach. You don’t have to go back to revenue. In our case, we are rewarding our sales people on right behaviours. And the best part is that if you do a good job of identifying the “right behaviours” revenue doesn’t fall. Zappos had a similar right behaviour metric around duration of a call. And it worked wonders for them.

On you second point, we have classified multiple types of leads based on the variables you mentioned. And we have baseline conversion levels for them. Sales people are measured by the performance against those baselines.

If you have more questions around this, I will be happy to get on a call and explain.