Feras Alhlou walks through how consultants should track pipeline metrics in CRMs like HubSpot or Salesforce. Monitor weekly leads, qualifications, demos, proposals, and conversion rates. The math is simple: if you're closing 1 in 20 deals, the goal is improving that ratio to 10 in 20.
Have some math around your pipeline. And if you're using a CRM like a HubSpot, like a Salesforce, Pipedrive, they have a lot of these reports and they keep that data clean and monitor it on a weekly basis. You can keep it very straightforward. How many leads am I getting every week? Of those leads, how many are qualified? Of those, how many I'm educating or I'm presenting demos for? And then how many proposals I'm sending? And then what is the outcome? Am I closing 1 in 20? Is it now improving to 10 out of 20? That's awesome if you're there, 50%.
