Stop Tracking Vanity Metrics
Email opens. LinkedIn impressions. Meeting attendance. These don't matter. Revenue matters. Here are the 5 metrics your sales team should obsess over.
1. Qualified Meetings Booked
Not just meetings. Qualified meetings with real prospects who fit your ICP. This is your north star metric.
2. Close Rate from Lead to Deal
What percentage of meetings actually close? A 20% close rate tells you everything about your process.
3. Average Deal Value
Bigger deals matter more than volume. Track this ruthlessly.
4. Sales Cycle Length
How long from first meeting to closed deal? Shorter is always better.
5. Pipeline Velocity
How many qualified leads are moving through your pipeline each week?