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So not all metrics are bogus. Only some. If we want to make metrics great again, let’s focus on those that have a direct relationship with the bottom line.
Well, we should be using metrics like “new qualified leads”, “new qualified opportunities” and ultimately “closed won new business”.
To be clear, metrics like these can in some circumstances be useful but they should be used and reported with great care. If they ever become an end in themselves, you have a serious problem, because it is desperately eas…