Revenue & Margin

1. We can forecast next quarter's revenue within 10%.

2. Deals move forward or come out of the pipeline. Nothing sits for months.

3. We generate enough qualified pipeline each month without the CEO personally sourcing it.

4. We have checked our pricing against the market in the last 12 months.

5. Discounts need approval and we track how much they cost us.

6. We have raised prices in the last 18 months without losing the customers we wanted to keep.

7. We know which customers and products make us money and which ones cost us.

8. We know what it costs to win a customer and how long it takes to earn it back.

9. We track retention and expansion revenue, not just new sales.

10. More than one person can close our largest deals.

11. A new seller could follow our sales process from what is written down.

12. Marketing and sales agree on what a good lead is and measure it the same way.

13. Work we deliver gets billed, including changes and extras.

14. We have reviewed software, vendor and recurring spend in the last 12 months and cut what we do not use.

15. Gross margin has held or improved over the last four quarters.