Metrics and the weekly review
Sixteen numbers, one hour every Friday. If a number is not moving, the plan for next week is whatever moves it.
Pipeline (your side)
These are targets, not measurementsS18. They are the planning assumptions in Chapter 9, not benchmarks from anything TeamTalk has done. Write your real rates over them by month 3; if the cold sequence gets replies from 8% of accounts rather than 15%, that is information about the message, not a failure.
| Number | What counts | Target in months 1–3 | Target in months 4–12 |
|---|---|---|---|
| Conversations started | Emails/calls to a named person this week | 15 / week | 25 / week |
| Reply rate | Replies ÷ first touches (warm and cold separately) | warm 60%+; cold 3–5% per first email, 15–20% of accounts across the full six-touch sequence | cold sequence 20%+ with references |
| Discovery calls held | 20-minute calls completed | 3 / week | 5 / week |
| Demos held | With a decision-maker present | 1–2 / week | 3 / week |
| Proposals out | Sent within 24h of the demo | 1 / week | 2 / week |
| Pilots live | Users on, first must-read sent | 2 by month 3 | 1 new / month |
| Pilot → paid | Signed annual after pilot | — | 50%+ |
Product (the customer's side, per tenant)
| Number | Definition | Healthy | Worry |
|---|---|---|---|
| Activation | % of imported workers who logged in within 14 days | 70%+ | under 40%: the join card did not get to the site; go in person |
| Confirmed reach | % of addressed workers confirming a must-read within 72h | 85%+ within 72h (the pilot criterion) | under 50%: posts too long, or no chase |
| Monthly active | % of enrolled workers opening the app in a month | 40–70% (vendor case studies claiming 90%+ are not typical) | under 25% two months running: the admin stopped posting |
| Posts per admin per week | Habit signal | 2+ | 0 for two weeks: call them |
| Hazard reports | Per site per month | any | none after month 2: reporting is off or unknown |
| Languages used | Distinct worker languages | 3+ | 1: the value prop is not landing here |
Money
The Friday hour
About 40 minutes structured; the rest is the follow-up the review produces.
- Update the pipeline numbers (10 min). Every deal has a next step and a date, or it is closed-lost.
- Open every live tenant's reach page (15 min). Any tenant with no posts this week gets a call on Monday.
- Write three lines to yourself: what moved, what didn't, the one thing you will do differently (5 min).
- Book next week's outreach block in the diary, two mornings, before anything else (5 min).
- Send one customer a message thanking them for something specific they did in the product (5 min). This is how references happen.
Simple CRM
HubSpot free tier or a Notion board. Seven columns: Contacted → Discovery booked → Demo done → Proposal out → Pilot live → Live, plus Closed-lost with a mandatory one-line reason. A card moves forward only when the exit criterion is met: discovery booked needs a date; demo done needs a decision-maker who attended; proposal out needs a co-signed mutual action plan; pilot live needs the invoice paid; live needs the order form signed. Each card: company, person, title, next step, date. Nothing else. If you spend more than 30 minutes a week in the CRM, it is too complicated.