Most entrepreneurs think they have a sales problem—but what they actually have is a visibility problem. Not in their marketing. Not in their reach. But in their numbers. Because let’s be real: you can’t improve something if you’re not tracking it. You can’t change what you don’t understand. And you definitely can’t scale what you don’t measure. This is where Sales KPIs come in!

Even the most heart-centered, energetically aligned sales approach still needs solid data to back it up. Without clear metrics, you’re essentially navigating in the dark—guessing what’s working, assuming where things went wrong, and reacting instead of responding with intention. Tracking your numbers brings the clarity that allows your intuition and presence to actually lead somewhere. Let’s flip on the lights.

When something’s off in your life, what’s the first thing you do? If you’re gaining weight, you track your meals. If money feels tight, you start logging expenses. That’s because no matter what you’re trying to improve—your health, your finances, your focus—you can’t fix what you don’t measure. Sales is no different. If your close rate is lower than you want, or people aren’t showing up to your calls, the problem isn’t your confidence—it’s your clarity. And clarity begins with data.

Far too many business owners are operating with incredible talent, passion, and drive—but without any true visibility into what’s actually working. They’re adjusting their pricing, tweaking their messaging, trying new lead gen tools—without realizing the real issue is they aren’t tracking the right things. Or anything at all.

The 2 Most Crucial Sales KPIs You’re Probably Ignoring

Every sales process should be tracking at least two essential metrics: close rate and no show rate. These are the early warning signs of what’s working—and what’s falling apart.

1. Close Rate (Your Truth Serum)– Sales KPIs to Track

Your close rate tells you how many of your qualified leads actually become paying clients. Most coaches and consultants hover around 25%—but here’s the wild part: That’s not because they are bad at sales.
It’s because they already speak the buying language of 25% of the population.

Every person processes decisions differently— everyone decides emotionally, but, they think they are using logic. Some need vision, and others need proof. If you only speak one of they buying “languages,” you’ll only resonate with the people who naturally speak that buying language. We can deep dive on this in another article later.

That’s where Sales Tai Chi makes the shift. We help you master calm guidance—an energetic approach that opens you up to connecting with more types of buyers, which organically increases your close rate. But first—you have to know your number.

If your close rate is under 25%, it’s time to look at how you’re guiding the conversation.
If it’s above 40%, it likely means you’ve got serious sales mastery and your marketing is spot on! (good on you, but don’t get comfortable, you can always increase this!).

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2. No-Show Rate (The Marketing Red Flag)

Now let’s talk no-show rates—because this one’s a sleeper KPI that holds massive insight.

If more than 10% of your prospects don’t show up to their scheduled calls, you’re not just dealing with flaky leads…. You’re dealing with a marketing gap. What kind of gap? You’re not making people jump through enough hoops to get to you. That might sound counterintuitive, but it’s true:
The more friction there is before a sales call, the more commitment you’ll see on that call.

If someone books a call without watching a video, filling out an application, answering key questions, or investing emotional energy beforehand—they’re far more likely to ghost. Why? Because they haven’t been filtered for urgency, clarity, or real interest. No-shows aren’t a sales issue. They’re a filtering issue. Raise the bar. Respect your time. And you’ll see your no-show rate fall naturally.

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Why Sales Tai Chi Puts So Much Emphasis on Measurement

You might be wondering—why does a system like Sales Tai Chi, rooted in presence and calm, care so much about cold hard data? Because alignment without awareness is just guesswork.

We teach you how to be fully in your body, fully present with your prospect—and then we show you how to track what’s really happening. Because if you don’t know your close rate, your no-show rate, or your conversion journey…

• You won’t know which part of the process to fix.
• You’ll mistake “bad fit” leads for bad sales skills.
• And you’ll keep solving the wrong problem.

We believe in data-informed embodiment. Flow and structure. Energy and evidence.

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The Four Numbers That Tell the Truth

Let’s simplify things. You don’t need to track 15 different sales metrics to get clarity. Just start with these four key performance indicators (KPIs)—they’ll tell you almost everything you need to know.

1. Sales Calls Booked – An Important Sales KPIs

Start by tracking how many calls are being booked each week. This is your flow of opportunities. If you’re running paid ads, take it a step further and ask: how much is each call costing me? That’s your cost per booked call. If you spent $500 on ads and booked 5 calls, each call cost you $100. Whether that number feels high or low depends on your close rate—but either way, now you’re informed.

2. No-Show Rate – Sales KPIs Number 2

This one’s a major red flag, and it often goes unnoticed. If more than 10% of the people who book calls with you don’t show up, it’s not a scheduling issue—it’s a marketing issue. You’re likely making it too easy to get access to you.

People value what they invest in. That doesn’t always mean money—it can be time, attention, or intention. If someone books a call without watching a video, answering a few questions, or taking any small action before meeting you, they’re more likely to ghost. You’re not filtering for commitment. You’re not making them earn the space. Simple pre-call processes—like a short application or prep video—can drastically lower no-shows and increase your connection rate.

3. Close Rate – Sales KPIs Number 3

Your close rate is how many calls result in a sale. Most people in coaching or service-based businesses land around 20–25%. That’s not because they’re bad at sales—it’s usually because they speak the “buying language” of about a quarter of the population. Some clients need logic. If you only communicate in one style, you’ll only close the people who naturally resonate with that style.

The goal isn’t to become someone else—it’s to expand your range. When you’re calm, present, and flexible in how you guide a conversation, your close rate increases naturally. But again, you won’t know if you’re improving if you don’t track it.

4. Objection Trends

This one is more than just a sales tool—it’s a mirror. Tracking objections gives you insight into your communication, sure—but it also gives you a moment for self-reflection. Pay attention to the patterns. Are people consistently telling you it’s too expensive? That they need to think about it? That now’s not the right time? Those aren’t just resistance—they’re reflections.

Because here’s the hard truth: we buy like we sell. The objections you’re hearing might be the very same ones you’ve used when avoiding decisions in your own life or business. And if you don’t respect those objections when they show up in others, you’ll struggle to honor them in yourself—and vice versa. Tracking objection trends isn’t just about “handling” resistance. It’s about getting curious: Where does this show up in me? Do I say the same thing when I’m afraid to invest, commit, or act?

When you can identify and shift that in yourself, not only do your sales conversations transform—so does your own buying behavior, your leadership, and your ability to guide others with authenticity. Objections aren’t bad, they are data.

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Know Your Numbers—Don’t Be Ruled by Them

Let’s be clear: KPIs are tools, not judgments. Your data doesn’t define your worth. But it does define your next move. Knowing your numbers helps you stop reacting emotionally and start responding intelligently. It’s not about obsessing—it’s about observing. Because once you can see the truth…. You can shift it with power, grace, and precision. That’s how you sell like a master. That’s how you grow with integrity.

Track It Like You Mean It

Just like food tracking brings awareness to your eating, and expense tracking brings power to your money, sales tracking brings truth to your numbers. You don’t have to be obsessed. You don’t have to stare at dashboards all day. But if you want to grow your business with confidence, you have to know what’s real.

Sales isn’t just about energy—it’s about awareness. And when you can look at your pipeline, your booking flow, and your conversion rate with clean data, you stop playing the guessing game. You start moving with purpose.