Metrics – Leading Indicators That You Control
Day 27 of 30 · Build Your Sales – 30 Days to More Deals
Good metrics drive behavior. Focus on leading indicators, not vanity numbers.
Learning goal
- Define 5 leading indicators you can control weekly.
- Build a simple dashboard (spreadsheet is fine).
- Run a weekly review and choose one experiment.
Why it matters
- Lagging metrics tell you what happened; leading metrics guide what to do.
- Consistency beats intensity in sales.
- Experimenting prevents stagnation and improves conversion over time.
Explanation
Examples of leading indicators
- New targeted accounts researched
- New discovery meetings booked
- Qualified opportunities created
- Deals with next step date set
- Follow-up recaps sent within 24 hours
Guided exercise (10–15 min) — Dashboard v1
- Pick 5 indicators.
- Set a weekly target for each.
- Define one “if we miss” response (what changes next week).
Independent exercise (5–10 min) — One experiment
Choose one experiment (new trigger, new opener, new sequence) and define success criteria.
Self-check
- My dashboard is simple and consistent.
- I review weekly.
- I run experiments with clear criteria.