The ten-call week.
Why pipeline quality, not quantity, should be the only metric that matters in your weekly review.
Most sales reviews start in the wrong place. They start with the number of meetings booked, the number of demos run, the number of opportunities created. These metrics are easy to count and easy to manipulate. They are also, almost without exception, leading indicators of nothing.
We ask our clients to hold a different kind of review. Pick the ten most consequential conversations from the past seven days. Read the notes. Read the emails. For each, ask one question: was this the right person, asking the right question, with real authority to act? If the answer is yes for fewer than five, the problem is not the close. The problem is the qualification.
Companies that adopt the ten-call week get worse at vanity metrics. Pipeline volume often falls. Win rate, deal size, and forecast accuracy almost always rise. The team learns, very quickly, what a real opportunity looks like.