Real closers don’t care about how many calls they made.
They care about what moved the deal forward.
Your CRM is full of noise. Your pipeline is full of ghosts.
What matters is what you track — religiously.
Jack’s rule:
“If you’re not measuring momentum, you’re just playing sales.”
🌟 KPI 1: Show-Up Rate
If they don’t show up, you don’t close.
You can’t control who signs, but you can control who shows.
Track this like your paycheck depends on it — because it does.
👉 Calculate:
-
Booked meetings vs. attended
-
By lead source, rep, or offer type
👉 Improve it:
-
Pre-call reminders
-
Personal confirmation messages
-
Emotional hooks in your invites (fear of missing out > value prop)
High show-up rate = high pipeline velocity. Period.
🧠 KPI 2: Proposal-to-Close Ratio
How many quotes actually convert?
If you’re sending proposals like candy, you’re wasting time.
Track your ratio — and fix what breaks.
👉 Calculate:
-
Proposals sent vs. deals closed
-
Weekly, monthly, per rep
👉 Improve it:
-
Only send proposals after verbal alignment
-
Use trial closes
-
Anchor pricing with power statements
A low ratio here? You’re not qualifying — you’re hoping.
📈 KPI 3: Time to Close
Speed matters.
Long sales cycles kill deals.
Track the average time it takes from:
-
First touch ➔ Close
-
Meeting ➔ Verbal agreement
-
Proposal ➔ Payment
👉 Why it matters:
-
Shorter = momentum
-
Longer = resistance
👉 Cut the lag:
-
Tighter follow-up rhythm
-
Faster objection handling
-
Fewer back-and-forths with decision-makers
Jack says it best:
“The fastest rep isn’t pushy — they’re prepared.”
💨 Stop tracking these vanity metrics
-
Total emails sent
-
Hours worked
-
CRM task completion
-
Pipeline size (without stage clarity)
These look good on dashboards.
They don’t help you close.
🧠 Jack’s final word
“Metrics don’t lie — but reps do. Track what counts.”
If you’re not measuring your show-up rate, proposal-close ratio, and time-to-close…
You’re not selling — you’re just busy.
📬 Want more high-performance tactics like this?
Sign up for FredCo’s Weekly Sales Hacks and level up your closing game — one email at a time.
