Ideal Sales Process and Weekly Metrics

Learning goal

To define the ideal sales process and weekly metrics, we must first understand the key concepts and challenges involved.

Who

Sales professionals, business leaders, and marketing teams.

What

• Define: lead, SQL, qualified discovery.
• Build a weekly sheet (stage conversion, cycle time, win rate, pipeline coverage).
• Select 3 metrics to improve.

Where

In the context of B2B sales.

When

Weekly, to monitor progress and identify areas for improvement.

Why it matters

Without measurement, the pipeline stays opinion-based.

How

1. Define lead, SQL, qualified discovery in your own words.
2. Build a weekly sheet with stage conversions, cycle times, win rates, and pipeline coverage.
3. Identify the 3 metrics to improve based on your data.

Guided Exercise (10–15 minutes)

1. Write the 3 definitions (lead, SQL, qualified discovery) in team language.
2. Create a weekly sheet: stage conversions, cycle times, win rate, pipeline coverage, top 5 lost reasons.
3. Pick the biggest bottleneck.

Independent Exercise (5–10 minutes)

Pick one metric and write an action to improve it (e.g., tighten SQL definition, expand discovery questions).

Self-check

• Lead/SQL/discovery definitions are written.
• Weekly measurement sheet exists.
• Bottleneck identified.
• An action to improve is written.

Bibliography (sources used)

• [Lead/SQL/discovery definitions](https://