Free template · Excel and Google Sheets
The GTM KPI Scoreboard
The same scoreboard we set up for clients. Twenty-two go-to-market metrics with working formulas, so you can see what is moving revenue and what needs fixing, week by week.
- Start hereWhich five metrics to start with, how to baseline, and the weekly, monthly, and quarterly review rhythm.
- Weekly13 weeks of reply, meeting, speed-to-lead, deliverability, and data-health metrics. Enter raw counts; the rates calculate.
- MonthlyPipeline created, product-qualified accounts, activation, free-to-paid, and cost per qualified account.
- QuarterlyWin rate, contract value, net revenue retention, customer acquisition cost (CAC) payback, and lifetime value (LTV) to CAC.
- DefinitionsWhat every metric means, its formula, and what moves it.
- Experiment logHypothesis, test, decision rule, and result for every change, so results decide instead of opinions.
What the weekly tab looks like
You type raw counts into the yellow cells. Rates calculate, and each cell turns green or red against the target you set.
| KPI | Your target | Better | Wk 1 | Wk 2 | Wk 3 | Wk 4 |
|---|---|---|---|---|---|---|
| Speed to lead (minutes) | 15 | Lower | 48 | 31 | 14 | 9 |
| Positive reply rate | 2.0% | Higher | 1.1% | 1.6% | 2.2% | 2.4% |
| Meeting rate | 4.0% | Higher | 2.5% | 3.0% | 3.8% | 4.5% |
| Enrichment match rate | 90% | Higher | 62% | 71% | 84% | 93% |
| Rep selling time | 50% | Higher | 28% | 31% | 38% | 44% |
Sample numbers for illustration only. The template ships empty, with no default targets, so you measure against your own baseline.
Not sure which five metrics to start with?Take the free 2-minute GTM Readiness Scorecard. It shows your weakest area and the metrics to watch for it.
Take the scorecard