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The Twelve Numbers.

Before you hire anyone — including me — send this list to your team and ask for the answers. Whether they can produce them, and how long it takes, is the first finding.

No form to fill in. The list is below. Take it and use it.

Send Me What You Got See How It Works

Why This Works

Every one of these should already exist somewhere
None of them require a new report to be built
All twelve come from systems you already pay for

This is not a quiz and there is no score. It is a request — the same one I would make in week one.

The List

Ask For These Twelve.

Send it as written. Don't explain it, don't soften it, and don't tell anyone what you're testing.

01
Annual software and SaaS spendAnd how many of those licenses had any activity in the last 90 days.
02
Annual booked revenueClosed-won for the last twelve months.
03
Write-off and bad-debt rateRevenue you earned and never collected.
04
Share of deals that get a discountAs a percentage of deals closed, not a feeling.
05
Average discount off listAcross all discounted deals.
06
Average contract valueRealized, after discount — not list.
07
Annual renewal revenueSeparated from new business.
08
Commission rate paid on renewalsAnd roughly what share of renewals required no real selling.
09
Gross revenue churn rateAnnual, by dollars.
10
Quota-carrying reps and voluntary attritionHow many carried a number, and how many left by choice in the last year.
11
Average revenue per repAnd the spread between your best and your median.
12
Win rate — by count and by dollarsWon ÷ (won + lost). Both versions. The gap between them is a finding on its own.

Reading The Result

The Answer Is In How It Went, Not What Came Back.

Three outcomes, and all three are useful.

All twelve, inside a dayFrom named sources, and two people agree on each. Your foundation is solid. Whatever is wrong is not your data — go look somewhere else, and don't let anyone sell you a fix for this.
Most of them, in about a weekPulled by four or five people, reconciled by hand, some of it from spreadsheets. That is normal, and it is also the cost of every decision you make from those numbers.
Several don't existNobody tracks them, or two people give you different answers. Write down which ones. That list is worth more than the numbers you did get.

Time it. Note when you sent it and when you had an answer you'd put in front of a board. That elapsed time is the single most useful measurement in this exercise.

What It Tells You

These Twelve Sit Underneath Almost Every Leak.

Discounting, renewals, churn, unused software, uncollected revenue, territory fairness. Each one is measured with two or three of the numbers above.

If they came easilyYou can size your own leaks. The worksheet I use is arithmetic, not magic.
If they didn'tThen every forecast, quota and territory decision this year rested on numbers nobody could reproduce on request.
Either wayYou now know something about your company that you did not know this morning, and it cost you nothing.

If You Want A Second Opinion

Send Me What You Got.

Including the ones you couldn't get — especially those. I'll tell you what they say, and whether it's worth going further. No charge, no obligation.

Or email me directly —

hello@jeffrandall.co