Key Metrics
What the Sales System Measures
Sales metrics balance activity inputs with outcome outputs to give a complete picture of pipeline health at every stage.
- Pipeline value, the total value of active deals currently in progress across all stages
- Pipeline velocity, the rate at which deals are advancing through stages toward close
- Conversion rate by stage, where prospects are advancing and where they are stalling or dropping out
- Follow-up cadence, how consistently you are maintaining contact with active prospects throughout the cycle
- Average deal size, the typical value of a closed deal and how it trends over time
- Revenue versus target, actual closed revenue measured against your set monthly and annual goals
Revenue Achievement and Your Health Score
The Sales System feeds directly into your Business Health Score through the revenue achievement component, which accounts for 30% of your overall score. Closing revenue against your annual target doesn't just improve your Sales system score. It lifts your Business Health Score directly, reflecting the financial results that underpin every other metric.
This connection means the Sales System carries dual weight in the framework: as an operational system tracking daily activity, and as the primary financial driver of your composite score.