Counting emails and voicemails is not a sales process

It's still a bit surprising how often I hear a sales process defined in terms of numbers of touches; i.e., how many emails, voicemails, InMails, etc.

I learned a long time ago that "the numbers game" is certain to do one thing, and that's to keep sales people busy. 

What I've also learned is that those necessary activities are not a sales process.