---
title: "LAPS"
description: "A sales dashboard that measures the rhythm of leads, appointments, presentations and sales."
canonical: https://tomsharman.com/bookshelf/oversubscribed/laps/
updated: 2026-11-03
---

# LAPS

> A sales dashboard that measures the rhythm of leads, appointments, presentations and sales.

Daniel Priestley's framework, from Oversubscribed, pp. 167 to 168.

Framework 13 of 21 from [Oversubscribed](https://tomsharman.com/bookshelf/oversubscribed/index.md) by Daniel Priestley. Category: Lead generation.

## The steps

1. **Leads.** Count people who have expressed interest in talking.
2. **Appointments.** Count dedicated times set in the sales diary.
3. **Presentations.** Count scripted sales presentations successfully delivered.
4. **Sales.** Count when payment is taken, terms signed and onboarding begins.

## Where it comes from

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.

## The animation

24 seconds, 4:5, no sound.

- MP4: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/oversubscribed/laps.mp4
- MP4, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/oversubscribed/laps-dark.mp4
- Still: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/oversubscribed/laps.png
- Still, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/oversubscribed/laps-dark.png