Diagnose the Sales Metric Before You Trust It
Identify whether a sales metric is an outcome, driver, or diagnostic before recommending action
The reframe: A sales metric earns attention only when it changes the next management action. What to look for KPI discipline starts by asking what job the number performs. Outcome metrics like bookings and win rate tell you what happened. Driver metrics like qualified meetings and stage conversion tell you where to intervene. Diagnostic metrics like age-in-stage or missing close dates tell you whether the process is trustworthy. Mixing these roles creates bad reviews: a manager tries to fix revenue with more calls when the real issue is late-stage slippage. This approach works because sales data is a record of…
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