What we track
Meetings booked and show rate
Total meetings scheduled with qualified accounts, and the percentage that actually occur. Tracks outreach effectiveness and account engagement quality.
Qualified meetings (meets ICP + intent)
Meetings with accounts matching ideal customer profile criteria and demonstrating genuine interest. Separates tire-kickers from serious prospects.
Value analysis submissions
Number of formal submissions to hospital value analysis committees. Indicates progression from interest to formal evaluation stage.
EMR order-set requests/activations
Requests for electronic medical record integration and actual activations. Shows commitment to workflow adoption and operational readiness.
Contracting stage progression
Movement through contracting phases (initial discussion, terms negotiation, legal review, signature). Tracks deal velocity and identifies bottlenecks.
First PO date
Time from initial contact to first purchase order. Key metric for sales cycle length and program efficiency.
Why these matter
Leading vs. lagging indicators
These metrics predict future revenue before it appears in your CRM. They help you course-correct early, not after quarters are lost.
Denominators matter
We track not just raw counts but rates: show rate, qualification rate, submission-to-contract rate. This reveals where your funnel leaks.
Benchmarking and iteration
With clear definitions, you can compare across programs, reps, and time periods. What worked in Q1? What changed in Q2? Data tells the story.