Do you know your conversion rates from leads to sales?
No. I don’t track it and don’t know my conversion rate.
Somewhat. I track parts of it, but not consistently.
Yes. I track it consistently and trust the numbers.
Do you know your lead & lag indicators?
No. I’m not sure what activities consistently drive my business.
Somewhat. I have an idea, but I don’t track them consistently.
Yes. I know exactly which activities drive results and I track them regularly.
Do you regularly compare your goals to actual results for revenue and key business indicators?
No. I don’t have goals or track performance against them.
Somewhat. I have goals and track some results, but it’s inconsistent.
Yes. I consistently compare actual results to goals for revenue and key indicators.
Do you know the exact stages of your lead pipeline?
No. I don’t have a clear view of the stages in my lead pipeline
Somewhat. I know most of the stages, but they’re not fully defined or tracked consistently.
Yes. I know every stage of my lead pipeline and track leads through each step reliably.
Can you see your key business data — from all your tools — in ONE place?
No. The data is everywhere.
Somewhat. The key data is in only a few places but it takes time to put together.
Yes. I have it all in one place.
Do you know where your revenue is coming from — by service, referral type, or group?
No. I have no clue or I guess.
Somewhat. I can figure it out but it takes some time.
Yes. I know exactly where my revenue is coming from by all different groups and types.
Are you consistent with your email campaigns?
No. My email campaigns are irregular and inconsistent.
Somewhat. I send emails somewhat regularly, but not on a reliable schedule.
Yes. I run email campaigns consistently and follow a regular schedule.
Do you know your open rates and click rates for each campaign and overall?
No. I don’t track open or click rates for my campaigns.
Somewhat. I track some campaigns, but not consistently or for all metrics.
Yes. I know open and click rates for each campaign and overall, and review them regularly.
Do you segment your list (leads, clients, past clients, referral partners, past leads, etc.)?
No. I don’t segment my list at all.
Somewhat. I segment parts of my list, but not consistently or comprehensively.
Yes. My list is fully segmented by type and I use it to target communications effectively.
Do you know where most of your leads come from?
No. I don’t know where most of my leads are coming from.
Somewhat. I have a general idea, but it’s not tracked consistently or precisely.
Yes. I clearly know the sources of most of my leads and track them reliably.
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