KPIs:
Measure → Monitor → Manage → Master
Data is crucially important, and whatever you look at regularly you’ll start caring about. The best cadence is weekly.
My most important metric is deal flow, so I look at the # of new deals every week, which means I have a real-time feel for it. If (s)low, it prompts certain actions to rejigger. Then I have a series of associated metrics (channel, closing rate, days per stage, average size).
