Data

To monitor the progress of the business daily and weekly, and to accurately predict how the next few months are likely to turn out, you need metrics about all six areas of the business. For mid-market firms, the weakness on the left side of the model is having the same kind of accurate and timely feedback from the customers that you demand from accounting. On the right side of the model, mid-market firms tend to be weak in having accurate sales funnel data, primarily because the sales side of the organization tends to resist measurement, except for the top line.