The CRM’s metrics surface separates L1 (lagging, outcome-shaped) from L2 (leading, behaviour-shaped) — the JD Miller framing applied to CRM data. Drilling from L1 to L2 is how you turn “we’re short” into “here’s what to change tomorrow morning.”
L1 metrics
- Closed-won value and count.
- Open pipeline value and count.
- Average deal size.
- Cycle time from first activity to close.
L2 metrics
- Activity volume — calls, emails, meetings, demos.
- Discovery quality score.
- Win rate by source / by stage exit.
- Demo-to-close rate.
- Stagnant opportunities past 14 days.
Some L2 metrics show as — in v1 — discovery quality score, win rate by source, and demo-to-close need data paths that ship after the v1 foundation. The structure of the panel is visible even when the numbers aren’t.Picking a range
The L1 / L2 page takes a ?range= query of 7d, 30d, or 90d. The default is 30 days. The “this period” and “last period” windows are both the same length, anchored to now, so the comparison is honest.