Seven weekly numbers

Which numbers to check every week, with one definition for the whole team.

Everyone counts differently, and the team argues about the numbers

Use it when: You have numbers, but the definitions differ from person to person.

In your team everyone counts in their own way. One person calls any message an inquiry, another counts only website requests, and the same customers end up as two different numbers.

A half-filled CRM with deals that rarely get updated needs its data fixed first, and that is the topic of CRM and forecast. This kit does not connect to your CRM by itself. You enter the numbers in the spreadsheet once a week.

The list stays short, seven numbers:

• New inquiries: each counted once
• Reply on time: the share answered within your standard
• Conversations and meetings: only those that took place
• Proposals: sent in writing, with a price and terms
• Deals with a step and a date: as a share of all active deals
• Sales: by payment or by signed contract, never both mixed
• Overdue: actions whose due date has passed

On Monday, if you can, open the Numbers agreement for the team and settle two things together: whether a sale counts by payment or by signed contract, and what your reply-speed standard is. Until both are written down, Reply on time and Sales mean different things to different people.

At the end of the week, Friday for example, enter nine numbers on the Weekly entry sheet, in columns C to K. Four more metrics are calculated from them: average deal size, inquiry to conversation, conversation to proposal, and proposal to sale.

The Monday after, open the Week review and find the number that changed most. Read its card in the guide, do the action from the card's What to do today row, and write your decision down.

Lower and higher always mean against your own earlier weeks, never against someone else's norm. And before you read anything into a trend, decide how many sales in a period are enough for a conclusion.

Questions