Count when payment is taken, terms signed and onboarding begins.
From chapter: THERE'S A RHYTHM TO SUCCESSFUL SALES, pp. 167–168
Successful selling needs a rhythm, since regular interactions give rapid learning cycles and athletes train a regular cadence. Priestley's businesses measure it with LAPS: leads, appointments, presentations and sales. Their typical LAPS over two years is 50 leads, 10 appointments, 8 presentations and 2 sales, so 200 more leads a week should bring eight more sales. Teams must beat their weekly LAPS to unlock a bonus, with weekly targets of 100 leads, 20 appointments, 16 presentations and 4 sales, and quarterly targets of 600, 120, 100 and 25.
