Establishing the measurements Your next step is to establish a measurement scale for each critical factor. You can further break down sales by product and leads by sources, or you can stick to the consolidated numbers. Choose the measure which best reflects your understanding of how the issue affects your business. Everything is measurable, you just need the right system. You could establish a compound metric which includes total compensation as a percentage of sales revenue, juxtaposed against goal attainment.
Marketing communications is also difficult.
Or, measure whether prospects respond to your marcom efforts. Most likely you will combine all three to get one measure. Measuring the Board factor would likely blend each of these. Once you've established a measurement structure for a factor, the next step is setting a baseline. Each factor should be set against a normalizing scale ranging from 1 to 10.