Stop measuring activity. Measure Stage 1.
Activity dashboards count effort, not pipeline. Here are the four Stage 1 measures that tell a services sales leader where next quarter is coming from.
3 min read
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Measuring a seller's first 90 days
How to measure a new services seller in their first 90 days, when closed revenue is too far off to judge, using leading indicators that show real progress.
3 min readData you need and data you don't
A services sales leader needs a short list of numbers that change decisions. Here's which data earns a place in the weekly review and which can go.
3 min readMeetings booked versus meetings held
Why meetings held is the number that matters for services pipeline, what a gap between booked and held tells you, and how to close it.
3 min readReply rate is the wrong north star
Reply rate rewards clever subject lines and volume. For large services deals, measure committee meetings and buyer corrections instead.
3 min readTime to first meeting as a metric
Time to first meeting tells you whether your outbound is working better than any reply count. How to measure it and what it reveals.
3 min read