Lead measure: positive reply rate. Lag measure: SQOs created. Vanity: emails sent. The first two predict pipeline; the third predicts nothing.
Lead measures
Activity quality — personalization depth, multi-channel coverage, account-level focus.
Outcome measures
Positive reply rate, meetings held, SQOs created, SQO → opportunity conversion.
Vanity metrics
Emails sent, dials made, connections requested. Useful only as floor checks.
Funnel ratios
Reply → meeting, meeting → SQO, SQO → opportunity. Where the funnel breaks tells you what to coach.
How SendroAI Fits In
SendroAI's analytics surface reply rate and meeting rate by ICP, persona, and signal — not just volume metrics.