Back when I was leading teams at technology companies, one of the things that we did was monitor individual and team metrics. We would assign metric quotas based on various factors such as tenure, type of business they were pursuing, the role that they were in, time of year, historical data, etc.
One of the metrics we looked closely at was the number of calls they would make and how much time they would spend on the phone. Based on tracking, we knew the more calls made and the more time salespeople were on the phone correlated to increased revenue and profitability. I would monitor their metrics and coach them to achieve their call metrics, which in turn would lead to the achievement of their revenue and profitability goals.