Qualified conversion
- Formula
- Qualified wins ÷ qualified decisions
- Source
- CRM opportunity outcomes
- Owner
- Sales operations
- Frequency
- Monthly
- Decision
- Is improved decision quality increasing successful outcomes?
Measurement Hub
Turn sales quality into decision evidence.
Use a balanced dictionary of customer, flow, quality, risk and commercial measures. Each metric needs a definition, source, owner and management decision.
Gross contribution quality
- Formula
- Gross contribution from won work ÷ won revenue
- Source
- Finance and CRM
- Owner
- Finance / sales
- Frequency
- Monthly
- Decision
- Are commitments producing economically sound revenue?
Avoidable pursuit cost
- Formula
- Stopped low-fit pursuits × average pursuit cost
- Source
- CRM plus time model
- Owner
- Sales operations
- Frequency
- Quarterly
- Decision
- How much effort is protected through earlier qualification?
Sales-originated rework cost
- Formula
- Rework hours × loaded hourly cost plus credits
- Source
- Delivery deviations and finance
- Owner
- Process owner
- Frequency
- Monthly
- Decision
- What failure demand originates in commercial decisions?
Requirement volatility
- Formula
- Material requirement changes after baseline ÷ active pursuits
- Source
- Requirement and change records
- Owner
- Solution owner
- Frequency
- Monthly
- Decision
- Where is understanding incomplete or changing?
Commitment exceptions
- Formula
- Non-standard commitments ÷ commitments released
- Source
- Approval and exception log
- Owner
- Commercial owner
- Frequency
- Monthly
- Decision
- Where is risk accumulating outside normal controls?
Handover first-time acceptance
- Formula
- Handovers accepted without return ÷ total handovers
- Source
- Handover record
- Owner
- Delivery owner
- Frequency
- Monthly
- Decision
- Is information usable at the first transfer?
Decision cycle time
- Formula
- Elapsed time from ready-for-decision to recorded decision
- Source
- Workflow timestamps
- Owner
- Sales operations
- Frequency
- Monthly
- Decision
- Where does commercial work wait?
Customer expectation gap
- Formula
- Confirmed expectation failures ÷ reviewed outcomes
- Source
- Feedback, complaints and outcome reviews
- Owner
- Customer owner
- Frequency
- Quarterly
- Decision
- Do customers receive what they reasonably understood?
Forecast evidence coverage
- Formula
- Forecasted opportunities meeting evidence criteria ÷ forecasted opportunities
- Source
- CRM and review records
- Owner
- Sales leader
- Frequency
- Weekly
- Decision
- Is forecast posture supported by agreed evidence?
Corrective-action effectiveness
- Formula
- Actions verified effective ÷ actions due for verification
- Source
- Corrective-action register
- Owner
- Quality owner
- Frequency
- Quarterly
- Decision
- Are recurring commercial failure causes being removed?
Protected customer contribution
- Formula
- Retained at-risk customers × contribution per customer
- Source
- Finance and retention review
- Owner
- Account leadership
- Frequency
- Quarterly
- Decision
- What contribution is protected through more reliable commitments?
Measurement rule: Establish a baseline and attribution method before setting a target. Structural formulas are hypotheses until verified with organisational data.