Dashboard
v 1.0
Overview
Business Development
Sales Process
Qualification & Discovery
CRM Processes
Paperwork Process
Close, Handover & Renew
Value Content
Training Materials
Outbound
Working environment
Outbound Dashboard
Templates
Prospection
Synergic content
Inbound
Reporting & Metrics
Key Metrics
Outbound (Alex)
- # Accounts Engaged / Month → Scale of outbound efforts.
- Reply Rate (%) → Message resonance.
- Meetings Booked → Lead quality.
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Conversion Rate (%) → Outreach → meeting → SQL.
Inbound (Alexis)
- # Inquiries / Month → Volume + % relevant vs irrelevant.
- Reply Rate (%) → Responsiveness + relevance.
- Meetings Booked → MQL → SQL pipeline flow.
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Conversion Rate (%) → Website lead → sales qualified.
Pipeline Generation
- Monthly → Alex, Alexis, Inez
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- Track pipeline metrics vs targets, status of initiatives, help needed.
- Weekly / Bi-weekly → Alex, Alexis
- Finalise target account lists, outreach campaigns, new content ideas.
Sales
- Sales Cycle Length → Speed & bottlenecks.
- Win Rate (new vs upsell) → Effectiveness of sales meetings.
- Order Value & Profitability → TCV, ACV, MRR, ARR, gross margin (to discuss these last 4 as they may be better suited in the larger forecast report)
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Order Type & Revenue Type → Retainers vs projects, upsell mix.
Cadence
Account Management
- Weekly / Bi-weekly → Alex, Inez, Nadia
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Review existing accounts: risks, upsell opportunities, help required.
Retention
(to discuss as current calculation isn’t entirely accurate due to missing data. Also, retention insights aren’t yet there as we don’t have a process around documenting this)
- Churn Rate (%) → Clients lost / total clients.
- Retention insights → Why lost, what to improve.
Forecasting
- Monthly → Alex, Inez
- Review in-quarter pipeline, upsells, and closing strategies.
- Quarterly (Week 1 after quarter close) → Alex, Inez, Olivia
- Finalise actuals (on-demand + retainer billing).
- Update forward-looking revenue forecasts.
- Annual (Week 1 of January, starting 2026) → Alex, Inez, Olivia
- Close prior year: reconcile billing, apply inflation adjustments.
- Reset on-demand clients to Jan–Dec cycles.
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Lock in baseline for new year.
Leads Conversion Rate
Deals Conversion Rate