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Ten numbers on one page, reviewed monthly in the loop meeting, that show whether you’re selling to one better, saying it to many better, and keeping the two in step.
Revenue and conversion rate don’t tell you whether the room and the page are learning from each other. These ten numbers do.
| Number | How to count it | Good direction | Warning sign |
|---|---|---|---|
| 1. First conversations | Held per week, against the number from chapter 6 | At or above the weekly need | Below it for two weeks running |
| 2. Stage rates | Qualified, proposal and win rates, last twenty closed deals | Weakest stage rising | A stage falling with no reason logged |
| 3. Advances | Share of conversations ending in a dated next step or a clear no | Rising toward all of them | Continuations piling up in the pipeline |
| 4. Response time | Median hours from inbound interest to first reply | Under an hour in working hours | Measured in days |
| 5. Follow-up replies | Replies by touch number, against the rule from chapter 5 | Late touches still earning their cost | Nudges with nothing new in them |
| 6. Objection log | Top five objections with counts; new ones this month | Counts falling as the page answers them | A new objection heard three times and not logged |
| 7. Page coverage | Weighted coverage from the tool in chapter 8 | Rising toward 80% or more | Falling as new objections appear |
| 8. The two close rates | Conversation close rate and page close rate, for the same kind of prospect | Page rate rising | Break-even deal size from chapter 3 not updated |
| 9. Calls harvested | Conversations captured and read into the message map this month | Twenty or more | None since last quarter |
| 10. Loop changes | Page changes from the room, and pitch changes from the page, shipped this month | At least one of each | A month with neither |
Read them together. If the page rate rises (number 8), the break-even deal size rises too, and some prospects should move from the room to the page.
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Written by Andrew Lauchner, a growth and retention operator for consumer brands. The paid work is one ninety-day Sprint.
This is one chapter of One to Many, which is free and readable in full on a single page with no form in front of it.