Metrics and the weekly rhythm

Definitions live in the Sales metrics and rhythm chapter. Until the first salesperson joins: one 30-minute weekly review (Alex and John), dashboard prepared by John, covering the five numbers plus qualified win rate, no-decision rate (separate from competitive loss), time to first deal per vertical and design partner health; and one 45-minute monthly win, loss and no-decision review, which also reads the channel tests. The Monday, Wednesday and Friday rhythm starts with the first salesperson. We recommend replacing the "100% close rate" target with the standards a seller controls: a dated next step on every call, the economic buyer identified, every claim substantiated.