The Sales and Business Development newsletter that is targeted at Ambitious Business Owners who sell high value services and who want to drive Sales Growth. I share EVERYTHING you require to LEARN buyer behaviours, ATTRACT more clients and GROW your business in less than 4 minutes per week. Current subscribers gain ideas and insights to save time and implement practical tips to grow their business. Why not join them?
Fitness tracker mindset for scaling your sales
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In today’s edition, we explore why the KPIs you track can make or break your sales growth. I’ll share how my fitness tracker changed the way I think about KPIs, and break down the exact sales metrics that help you scale without getting lost in vanity numbers. Let’s get focused on what really matters. This week's suggested resource: Hit Your Target Metrics Hello Reader, I’ve been using a WHOOP fitness tracker for a while now. The key data I track is:
And here’s the funny thing about these devices. They really do help you track your health a lot more closely. They help you see the truth and the damage you might be causing your body… After some time in, you begin growing more conscious of your health.
It goes on… Now, the tracker itself didn’t make me fitter, but it did make me focus on what mattered. And that’s the lesson. What you measure changes what you do. It’s the same in sales. When you track the right KPIs, you build momentum. When you track the wrong ones, you create noise. Most businesses track what’s easy, like total revenue or number of deals closed, but those are lagging indicators. They tell you what’s already happened. If you want to scale, you need to track the leading indicators: the activities and behaviours that build your pipeline and drive future growth. Let’s break down the 5 KPIs that actually help you scale…. and what to avoid. 1. Activity volume (tracked daily) What to track:
Why it matters: Revenue starts with activity. If you’re not moving, you’re not growing. Focus on the controllable. You can’t control when someone buys, but you can control how many people you speak to today. 2. Meetings booked (tracked weekly) What to track:
Why it matters: This is the key conversion point. All the activity in the world doesn’t matter if it doesn’t generate conversations. If meetings aren’t being booked, either your messaging is off or your activity isn’t hitting the right volume. 3. Show-up rate (tracked monthly) What to track:
Why it matters: If your show-up rate is low, you’ve got a qualification or positioning problem. Improving this boosts efficiency and gives you better data to forecast growth. 4. Pipeline coverage ratio (tracked monthly) What to track:
Why it matters: Your pipeline coverage tells you if you’re building enough opportunities to hit your goals. If you’re aiming for £100,000 this quarter, do you have £300,000–£400,000 in your pipeline to give yourself a realistic chance? This keeps your sales process healthy and scalable. 5. Follow-up cadence (tracked monthly) What to track:
Why it matters: Most deals are won after multiple touchpoints. If you’re not following up properly, you’re leaving deals on the table. Track this, and your close rates will improve. What to Stop Tracking (or Stop Obsessing Over)
Tracking leading indicators gives you control over your sales process. The daily and weekly activity compounds into monthly and quarterly growth. And KPIs create focus on the right metrics to track, which creates results. So here’s the takeaway: Don’t track what’s easy. Track what matters. Just like my fitness tracker nudged me to a healthier life, the right KPIs nudge your sales team to act in the right direction. Focus on the controllables. Measure the drivers, not just the outcomes. That’s how you scale. Here’s to tracking the right way, James How would you rate this edition? 🤏🏻 So-So |
James White
The Sales and Business Development newsletter that is targeted at Ambitious Business Owners who sell high value services and who want to drive Sales Growth. I share EVERYTHING you require to LEARN buyer behaviours, ATTRACT more clients and GROW your business in less than 4 minutes per week. Current subscribers gain ideas and insights to save time and implement practical tips to grow their business. Why not join them?
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