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Figure Figure 2 Revenue operations & AI

The response-time audit

Print it, or export it and put it on the wall. Forty rows is one afternoon, and at the end of it you have the number the pipeline review has never had.

A four-column worksheet for auditing the interval between a lead being created and a human first acting on it, across twenty won and twenty lost deals.THE DEALName it. Won or lost.LEAD CREATEDDate and time, from therecordFIRST HUMAN ACTIONNot an automated email.Not a task.HOURS BETWEENThe number nobodyownsTwenty won and twenty lost. Then lay the two distributions over each other and look at the shape, not theaverage.
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Reference & Evidence

Source: Author's own worksheet.

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